Ecosystem Growth Partnerships Lead

OpenAI, Inc.

New York (NY)

On-site

USD 150,000 - 210,000

Full time

3 days ago

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Job summary

OpenAI is seeking a B2B Ecosystem Partnerships Lead focused on Partner Growth to own onboarding, activation, and growth of a partner portfolio across our expanding ecosystem programs, including marketplace and Sign in with ChatGPT. This is a hands-on individual contributor role centered on partner management, joint go-to-market execution, and commercial growth.

You will recruit partners, manage day-to-day relationships, develop joint business plans, negotiate agreements, guide onboarding and

Qualifications

8+ years in partnerships, business development, partner/account management, enterprise sales, or related commercial roles in technology.
Experience managing and growing a portfolio of B2B partners or accounts with measurable onboarding, adoption, retention, or expansion results.
Understanding of B2B business models, partner channels, and how companies bring products to market; ISVs, platforms, services, or cloud marketplaces a plus.
Strong business judgment and analytical skills to assess partner economics, prioritize portfolios, and build repeatable processes.
Ability to collaborate across Product, Engineering, Sales, Marketing, Legal, and Finance to drive progress without formal authority.

Responsibilities

Identify and recruit partners across B2B segments for ecosystem programs and joint go-to-market opportunities, prioritizing customer needs, product fit, commercial potential, and readiness to participate and grow.
Own day-to-day relationships across your partner portfolio, tailoring engagement to partner needs and opportunity while using repeatable approaches to support a growing partner base.
Develop practical business and account plans with partners and Sales, with clear use cases, target customers, owners, milestones, and adoption and commercial goals.
Negotiate product and commercial agreements with Legal, Finance, and Product, and lead selected high-touch strategic opportunities in coordination with other partnership owners.
Guide partners through program onboarding, technical evaluation, integration, and activation; coordinate enablement and resolve barriers to launch, sustained usage, and expansion.
Execute co-selling, joint marketing, and marketplace opportunities with account teams; coordinate with cloud and other ecosystem partners where they help customers buy and deploy solutions.
Run regular partner reviews, identify inactive or stalled partners, and execute growth plans that improve participation, product adoption, customer demand, and relationship health.
Track onboarding completion, time to activation, active partners, product usage, pipeline contribution, and commercial results with Sales and Operations; use the data to focus effort.
Improve onboarding materials, enablement, and partner engagement practices with program and product teams; turn recurring partner issues into fixes that help the broader ecosystem scale.