Government Partnerships Operations Lead

OpenAI; Washington (District of Columbia); On-site; USD 221,000 - 266,000; Full time

Job summary

OpenAI for Government seeks a Partnerships Operations Lead to build and run the operating foundation for the Partnerships team. You will act as the connective tissue across partner teams, aligning stakeholders and establishing readiness criteria to ensure smooth handoffs from commercial to Technical Success.

You will own end-to-end operating cadences for partner-sourced opportunities, translate requirements into clear workflows, and drive process improvements and data quality to enable scalable

Qualifications

• 7+ years of experience in operations, Revenue Operations, Sales Operations, Deal Desk, go-to-market business operations, or complex program management.
• Experience building cross-functional workflows and operating processes in fast-moving organizations.
• Experience supporting end-to-end deal lifecycle in enterprise technology, public sector, or other complex environments.
• Exceptional program-management skills coordinating multiple workstreams, stakeholders, decisions, and deadlines.
• Strong systems and data orientation with experience in CRM, reporting, workflow, and collaboration tools.
• Ability to move between detailed execution and systems-level problem solving while maintaining speed and accuracy.
• Excellent written and verbal communication and the ability to influence cross-functional teams without formal authority.

Responsibilities

• Own the end-to-end operating cadence for partner-sourced and partner-influenced opportunities from intake to expansion.
• Build and improve operating processes, stage gates, decision rights, and service expectations for faster, more predictable partner execution.
• Operationalize government partner motions—including cloud providers, resellers, and sell-through models with clear workflows and handoffs.
• Coordinate deal execution across multiple teams ensuring clear ownership and timelines.
• Establish consistent handoffs from commercial teams to Technical Success with standardized readiness criteria and account context.
• Unblock complex deals by surfacing issues, driving approvals, managing exceptions, and closing gaps between functions.
• Maintain the operational source of truth for contract milestones, launches, handoffs, and risks, aligning CRM data with pipeline context.
• Own government-partner operating cadences for deal execution, launch tracking, and business reviews, turning data into actionable insights.
• Identify and implement workflow, tooling, and automation improvements to reduce cycle time and enable scaling.

Skills

Operations experience

Cross-functional coordination

Program management

CRM & data orientation

Deal lifecycle support

Tools

CRM systems

Job description

OpenAI for Government seeks a Partnerships Operations Lead to build and run the operating foundation for the Partnerships team. You will act as the connective tissue across partner teams, aligning stakeholders and establishing readiness criteria to ensure smooth handoffs from commercial to Technical Success.

You will own end-to-end operating cadences for partner-sourced opportunities, translate requirements into clear workflows, and drive process improvements and data quality to enable scalable