B2B Ecosystem Lead, Partner Growth

OpenAI • New York, NY

4d • $333,000 - $445,000

About The Position

OpenAI is hiring a hands-on individual contributor to own onboarding, activation, and growth for a portfolio of partners across its expanding B2B ecosystem programs, including marketplace and Sign in with ChatGPT. The role focuses on partner management, joint go-to-market execution, and commercial growth. The portfolio may include ISVs, technology platforms, and other B2B partners, with responsibility for developing repeatable approaches to support a growing partner base and leading selected strategic partnerships.

The role works across Sales, Product, Engineering, Marketing, Legal, Finance, and Operations, as well as partner teams, to develop partner plans, negotiate agreements, guide technical evaluation and integration, execute co-selling and joint marketing, and improve partner activation and results. OpenAI is an AI research and deployment company committed to ensuring that general-purpose AI benefits all of humanity and is safely deployed with safety and human needs at its core.

Requirements

• At least 8 years of experience in partnerships, business development, partner or account management, enterprise sales, or related commercial roles in technology.
• Experience managing and growing a portfolio of B2B partners or accounts, with measurable results in onboarding, adoption, retention, or commercial expansion.
• Understanding of B2B business models, partner channels, and how companies bring products and services to market.
• Strong business judgment and analytical skills, including assessing partner economics, prioritizing a portfolio, and building repeatable processes.
• Ability to work across Product, Engineering, Sales, Marketing, Legal, and Finance; build trust with partner teams; and drive progress without formal authority.
• Clear communication, sound negotiation skills, and reliable follow-through.
• Ability to discuss integrations with technical teams and connect product capabilities to customer value.

Nice To Haves

• Experience with ISVs, technology platforms, services partners, or cloud marketplaces.
• Curiosity about AI and ability to learn new products and markets quickly.
• Generalist mindset and comfort balancing relationship building, structured planning, and hands-on problem solving in a changing environment.

Responsibilities

• Identify and recruit B2B partners for ecosystem programs and joint go-to-market opportunities, prioritizing customer needs, product fit, commercial potential, and readiness.
• Own day-to-day relationships across a partner portfolio and use repeatable approaches to support partners at scale.
• Develop business and account plans with partners and Sales, defining use cases, target customers, owners, milestones, and adoption and commercial goals.
• Negotiate product and commercial agreements with Legal, Finance, and Product, and lead selected high-touch strategic opportunities in coordination with other partnership owners.
• Guide partners through program onboarding, technical evaluation, integration, and activation; coordinate enablement and resolve barriers to launch, sustained usage, and expansion.
• Execute co-selling, joint marketing, and marketplace opportunities with account teams, coordinating with cloud and other ecosystem partners when helpful to customers.
• Run regular partner reviews, identify inactive or stalled partners, and execute growth plans to improve participation, product adoption, customer demand, and relationship health.
• Track onboarding completion, time to activation, active partners, product usage, pipeline contribution, and commercial results with Sales and Operations, using data to prioritize effort.
• Improve onboarding materials, enablement, and partner engagement practices with program and product teams, and turn recurring partner issues into broader ecosystem improvements.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed