B2B Ecosystem Lead, Business Development

OpenAI; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

OpenAI is seeking a B2B Ecosystem Lead to identify, develop, and execute strategic partnerships across B2B segments. This hands-on role spans opportunity assessment, partnership design, commercial negotiation, and execution, owning the partner work behind product initiatives from definition to launch and sustained adoption.

You will connect product priorities with partner capabilities, build a business case, and align teams across Product, Engineering, Sales, Legal, and Finance to scale

Responsibilities

• Identify strategic and product partnership opportunities across B2B segments
• translate product priorities and customer needs into partner plans, joint value propositions, and a focused set of prospective partners
• Own the partner work stream for assigned product initiatives, aligning requirements, commitments, milestones, and ongoing responsibilities with Product, Engineering, and partner teams
• Develop business cases and negotiate product and commercial partnerships with Legal, Finance, and Product, including selected high-touch strategic deals in coordination with other partnership owners
• Take partner initiatives from pilot through launch and scale, defining readiness criteria, coordinating integrations, and expand

Job description

About the Team:

We are a small and fast-moving B2B partnerships team that shapes and executes OpenAI's most important collaborations. We develop strategic and product partnerships across the B2B ecosystem, bringing together OpenAI's capabilities and partners' technology, expertise, data, workflows, and customer relationships. Working closely with Product, Engineering, and Sales, we turn these opportunities into useful offerings and new ways for businesses to adopt and benefit from OpenAI.

About the Role:

As a B2B Ecosystem Lead, you will identify, develop, and execute strategic and product partnerships across B2B segments. This is a hands-on individual contributor role spanning opportunity assessment, partnership design, commercial negotiation, and execution. You will own the partner work behind product initiatives, from defining partner needs through launch and sustained adoption at scale. These may include Sign in with ChatGPT and industry-specific offerings. You bring a generalist's ability to connect product priorities with partner capabilities, build a business case, and align teams around a practical path forward. You will remain accountable after signing and launch, including for selected high-touch strategic partnerships.

Key Responsibilities:

• Identify strategic and product partnership opportunities across B2B segments
• translate product priorities and customer needs into partner plans, joint value propositions, and a focused set of prospective partners
• Own the partner work stream for assigned product initiatives, aligning requirements, commitments, milestones, and ongoing responsibilities with Product, Engineering, and partner teams
• Develop business cases and negotiate product and commercial partnerships with Legal, Finance, and Product, including selected high-touch strategic deals in coordination with other partnership owners
• Take partner initiatives from pilot through launch and scale, defining readiness criteria, coordinating integrations, and expand