Director of Public Sector Partner Management, AMER

OpenAI • Washington, DC

39d • Hybrid

About The Position

OpenAI's GTM Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, secure AI adoption, and drive growth in support of OpenAI's mission toward AGI. We collaborate closely across internal teams to ensure unified strategy and seamless execution. We're hiring a Director of Public Sector Partnerships to lead our U.S. government partner strategy. This role is pivotal in shaping and scaling strategic alliances with services partners working across federal civilian, defense, intelligence, and state and local agencies. You'll work closely with systems integrators, boutique AI firms, and channel partners to deliver secure, compliant, and mission-aligned AI solutions. This position is based in the Washington, D.C. metro area, with in-office presence Monday through Wednesday and remote flexibility Thursday and Friday. Travel is expected 50% of the time, including quarterly visits to our San Francisco HQ.

Requirements

• Bachelor's degree in Business, Computer Science, or a related field; MBA or equivalent experience preferred.
• 10+ years of experience in partner management or business development, with a focus on the public sector.
• Proven track record of building and scaling partnerships that drive revenue and market penetration.
• Strong understanding of federal procurement processes, compliance requirements, and security standards.
• Exceptional communication, negotiation, and relationship-building skills.
• Ability to thrive in a fast-paced, high-growth environment.

Responsibilities

• Develop and execute a comprehensive partner strategy for the public sector, focusing on secure and compliant AI deployments.
• Establish and nurture relationships with federal systems integrators, defense contractors, and public sector agencies.
• Collaborate with partners to create joint go-to-market plans, co-marketing initiatives, and industry-specific solutions.
• Negotiate and manage partnership agreements, ensuring alignment with OpenAI's strategic objectives and compliance standards.
• Work cross-functionally with sales, marketing, product, legal, and security teams to ensure cohesive partner engagement.
• Implement performance metrics to monitor and optimize partner effectiveness.
• Stay informed on industry trends, regulatory changes, and market dynamics to maintain a competitive edge.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Industry: Publishing Industries
• Number of Employees: 1,001-5,000 employees