Head of Revenue Partnerships/Channel

Openai • San Francisco, CA

4d

About The Position

The Executive, Strategic Global Partnerships & Ecosystem will serve as OpenAI's most senior leader responsible for defining, building, and scaling the company's global partner ecosystem. This executive will architect and steward a world-class network of strategic partners, including global systems integrators, technology platforms, hyperscalers, services firms, and ecosystem leaders that materially extends OpenAI's reach, accelerates enterprise and public-sector adoption, and drives durable, long-term revenue growth. This role operates at the intersection of strategy, revenue, product, and external ecosystem leadership. Beyond executing partner motions, this leader will shape how OpenAI goes to market globally through partners - deciding where partnerships matter most, which partners fundamentally change OpenAI's trajectory, and how ecosystem leverage becomes a sustained competitive advantage. The Executive will work in close partnership with the CRO, Chief Commercial Officer, Product leadership, and executive team to ensure partnerships are fully embedded into OpenAI's GTM, product roadmap, and long-term growth strategy.

Requirements

• Proven track record operating at senior executive or EVP level, leading global partnerships, alliances, or ecosystems at scale.
• Demonstrated success building and scaling complex global partner ecosystems that drive meaningful revenue and market expansion.
• Deep understanding of channel sales, strategic alliances, and ecosystem-driven growth models in enterprise technology.
• Experience operating in both high-growth and scaled environments, with the judgment to balance long-term strategy and near-term execution.
• Strong cross-functional leadership skills, with experience partnering closely with Sales, Product, Marketing, and Operations.
• Exceptional executive presence and communication skills, with the ability to influence at the C-suite level internally and externally.

Nice To Haves

• Industry Experience: Prior experience in AI, cloud platforms, enterprise software, or developer-led ecosystems.
• International Experience: Experience operating globally, including international markets and regulated environments.

Responsibilities

• Strategic Leadership: Define and own OpenAI's global partnerships and ecosystem strategy, serving as a senior advisor to the CRO, CCO, and executive leadership while representing OpenAI externally with the world's most influential partners, customers, and ecosystem leaders.
• Partner Ecosystem Expansion: Build and scale deep, executive-level relationships with global systems integrators, hyperscalers, multinational services firms, and regional partners, establishing and evolving transformational partnerships that accelerate adoption, unlock constrained markets, and extend OpenAI's global reach.
• Revenue Generation: Drive significant, scalable revenue through partner-led, partner-sourced, and partner-influenced motions, with full accountability for ecosystem contribution to OpenAI's long-term revenue mix, market expansion, and growth objectives.
• Partner Enablement: Establish a world-class global partner enablement model that ensures partners can confidently sell, deploy, and scale OpenAI solutions in alignment with OpenAI's technical standards, customer expectations, and evolving product roadmap.
• Operational Excellence: Build and lead a senior, globally distributed partnerships organization and operating model, working cross-functionally across Sales, Product, Engineering, Marketing, Legal, and Operations to deeply integrate partnerships into OpenAI's GTM and delivery motion.
• Incentive Structures: Design and implement incentive frameworks that align partner investment, services attachment, and long-term ecosystem commitment with OpenAI's strategic priorities, revenue goals, and brand standards.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees