Director of Cloud Partnerships & GTM

OpenAI, Inc.; San Francisco (CA); Hybrid; USD 237,000 - 330,000; Full time

Benefits offered by this job

Equity

Hybrid work model

Travel across North America

Competitive compensation

Job summary

OpenAI, Inc. is seeking a Partner Director, GTM Cloud Partnerships to shape and execute OpenAI’s go-to-market strategy with strategic cloud partners.

You will own senior relationships across a portfolio of cloud providers and develop joint business plans to expand access to OpenAI’s products and accelerate enterprise adoption. This highly strategic and hands-on role requires executive presence, strong commercial judgment, cloud ecosystem expertise, and the ability to coordinate across partners,

Qualifications

• 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales.
• Experience developing go-to-market partnerships with major cloud providers and navigating their organizations.
• Track record of producing measurable pipeline, revenue, or marketplace outcomes through partnerships.
• Familiarity with cloud marketplaces, co-sell programs, and partner attribution.

Responsibilities

• Own the commercial engagement with a top global cloud partner across industry and customer segments.
• Build and run the partnership governance model with pipeline reviews, forecasting, and executive business reviews.
• Establish operating cadences for priority partnerships including reviews and escalation management.
• Identify and accelerate partner-sourced opportunities working with OpenAI sellers.
• Develop and drive joint sales plays with cloud provider field teams and OpenAI Sales.
• Partner with Sales and Technical Success to accelerate strategic enterprise opportunities.
• Collaborate with Partner Marketing on launches, campaigns, and market-facing events.
• Drive partner enablement across product capabilities and deployment best practices.
• Represent OpenAI in executive meetings and customer engagements with travel in North America.

Skills

Cloud partnerships

Strategic alliances

Enterprise sales

Go-to-market partnerships

Executive engagement

Pipeline development

Forecasting

Co-sell programs

Partner enablement

Negotiation

Job description

OpenAI, Inc. is seeking a Partner Director, GTM Cloud Partnerships to shape and execute OpenAI’s go-to-market strategy with strategic cloud partners.

You will own senior relationships across a portfolio of cloud providers and develop joint business plans to expand access to OpenAI’s products and accelerate enterprise adoption. This highly strategic and hands-on role requires executive presence, strong commercial judgment, cloud ecosystem expertise, and the ability to coordinate across partners,