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OpenAI for Government is seeking a Partnerships Operations Lead to build and run the operational foundation for its Partnerships team. This role serves as the operational connective tissue across the partner team, working closely with Account Directors, Solutions Architects, Revenue Operations, Deal Desk, and cross-functional stakeholders to move opportunities from initial engagement through agreement and execution.
Key responsibilities include owning the end-to-end operating cadence for partner-sourced and partner-influenced opportunities, from intake and qualification through approvals, contracting, launch, and expansion. You will build and continuously improve operating processes, standard procedures, stage gates, decision rights, and service expectations that make partner execution faster and more predictable. You'll operationalize new and existing government partner motions—including cloud providers, resellers, and sell-through models—by translating requirements into clear workflows, enablement, decision rights, and cross-functional handoffs.
You will coordinate deal execution across Account Directors, Revenue Operations, Deal Desk, Legal, Finance, Security and Compliance, Product, Technical Success, and partner teams, ensuring every action has a clear owner and timeline. You'll establish consistent handoffs from commercial teams to Technical Success by standardizing readiness criteria, account context, use cases, partner responsibilities, commitments, dependencies, and success plans. The role involves unblocking complex deals by surfacing issues early, driving approvals and escalations, managing exceptions, and closing gaps between functions.
You will maintain the operational source of truth for contract milestones, partner launches, handoff readiness, dependencies, and risks with a high bar for process and data quality. You'll own government-partner operating cadences for deal execution, launch tracking, and business reviews, and identify workflow, tooling, and automation improvements that reduce cycle time and enable scaling.
The ideal candidate combines relationship instincts with operational rigor, thrives in ambiguity, creates processes that don't yet exist, and moves fluidly between deal execution, workflow design, analysis, and cross-functional coordination.
