B2B Partnerships Growth Lead

OpenAI; San Francisco (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

OpenAI is seeking a B2B Ecosystem Partnerships Lead focused on Partner Growth to own onboarding, activation, and growth across partnerships, ISVs, technology platforms, and marketplace programs. This hands-on role concentrates on partner management, joint go-to-market execution, and commercial growth within OpenAI’s expanding ecosystem.

You will build repeatable processes, guide partners through onboarding and integration, and drive strategic growth with cross-functional teams across Sales,

Qualifications

• 8+ years of experience in partnerships, business development, account management, enterprise sales, or related commercial roles in technology.
• Experience managing and growing a portfolio of B2B partners or accounts with onboarding, adoption, retention, or expansion.
• Understanding of B2B business models, partner channels, and how products and services reach market.
• Ability to analyze partner economics, prioritize a portfolio, and build repeatable processes.

Responsibilities

• Identify and recruit partners across B2B segments for ecosystem programs and joint go-to-market opportunities.
• Own day-to-day relationships across your partner portfolio and tailor engagement to partner needs.
• Develop practical business and account plans with partners and Sales, with clear use cases and milestones.
• Negotiate product and commercial agreements with Legal, Finance, and Product, leading high-touch opportunities.
• Guide partners through onboarding, evaluation, integration, and activation; coordinate enablement and issue resolution.
• Execute co-selling, joint marketing, and marketplace opportunities with account teams.
• Run partner reviews, identify inactive partners, and execute growth plans to improve participation and adoption.
• Track onboarding, activation time, active partners, product usage, and pipeline with Sales and Operations.
• Improve onboarding materials and partner engagement practices with product teams.

Skills

Partnerships

Business development

Account management

Enterprise sales

Strategic thinking

Cross-functional collaboration

Job description

OpenAI is seeking a B2B Ecosystem Partnerships Lead focused on Partner Growth to own onboarding, activation, and growth across partnerships, ISVs, technology platforms, and marketplace programs. This hands-on role concentrates on partner management, joint go-to-market execution, and commercial growth within OpenAI’s expanding ecosystem.

You will build repeatable processes, guide partners through onboarding and integration, and drive strategic growth with cross-functional teams across Sales,