B2B Partnerships Architect

OpenAI, Inc.; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

OpenAI, Inc. in San Francisco seeks a B2B Ecosystem Lead to identify, develop, and execute strategic and product partnerships across B2B segments.

This hands-on role spans opportunity assessment, partnership design, commercial negotiation, and execution, owning partner work behind product initiatives from needs definition to launch and sustained adoption at scale. You will coordinate with Product, Engineering, Sales, Marketing, Legal, Finance, Security, Policy, and Operations to resolve launch

Qualifications

• 8+ years of experience in business development, strategic or product partnerships, or related roles developing commercial opportunities in technology or other B2B businesses.
• Experience developing B2B partnerships and taking a product, integration, or partner initiative from concept or pilot through launch and sustained adoption, working closely with product and technical teams.
• A broad business perspective and the ability to learn unfamiliar industries, evaluate partner capabilities and strategic fit, and turn an ambiguous opportunity into a clear business case and partnership plan.
• Understanding of how businesses use software, data, and services, and how product integrations, distribution, and complementary capabilities create value. Experience across B2B sectors and business models is a plus.
• Strong commercial and analytical judgment, including the ability to assess economics, prioritize competing opportunities, and use performance data to guide decisions.
• Ability to build relationships with partner practitioners and leaders, work effectively across technical and business teams, and move projects forward without formal authority.
• Clear writing and communication, curiosity about AI, and a willingness to do the detailed work of growing partnerships. You combine initiative and adaptability with disciplined follow-through.

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 expanding successful offerings to more partners and business customers.
• Work with Sales and partner teams on target accounts, referrals, joint selling, and customer introductions, with clear responsibilities for follow-up and opportunity tracking.
• Coordinate Product, Engineering, Sales, Marketing, Legal, Finance, Security, Policy, and Operations to resolve launch and adoption barriers, with clear ownership and handoffs into ongoing partner programs.
• Maintain partner relationships after launch and bring customer feedback, integration gaps, and adoption barriers back to Product and Engineering; help turn early implementations into repeatable offerings.
• Define success measures with product and go-to-market teams, track activation, sustained usage, customer outcomes, and commercial impact, and drive follow-up when an initiative falls short.

Skills

Business development

Partnerships

Negotiation

Cross-functional collaboration

Strategic thinking

Communication

Analytics

Learning agility

Job description

OpenAI, Inc. in San Francisco seeks a B2B Ecosystem Lead to identify, develop, and execute strategic and product partnerships across B2B segments.

This hands-on role spans opportunity assessment, partnership design, commercial negotiation, and execution, owning partner work behind product initiatives from needs definition to launch and sustained adoption at scale. You will coordinate with Product, Engineering, Sales, Marketing, Legal, Finance, Security, Policy, and Operations to resolve launch