B2B Ecosystem Lead (AI)

Location: Hybrid in San Francisco or New York City, United States.

Salary: $333K–$445K annually, plus equity, performance-related bonuses for eligible employees, and benefits.

Company

OpenAI is an AI research and deployment company developing and deploying general-purpose artificial intelligence products with a focus on safety and broad human benefit.

What you will do

• Identify strategic and product partnership opportunities across B2B segments and translate product priorities and customer needs into partner plans, joint value propositions, and target partner lists.
• Own partner workstreams for product initiatives, aligning requirements, commitments, milestones, and 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.
• Take initiatives from pilot through integration, launch, and scale by defining readiness criteria and expanding successful offerings to additional partners and business customers.
• Coordinate Sales and partner teams on target accounts, referrals, joint selling, customer introductions, and opportunity tracking.
• Maintain post-launch relationships, resolve adoption barriers, feed customer and integration feedback into Product and Engineering, and track activation, sustained usage, customer outcomes, and commercial impact.

Requirements

• 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 while working closely with product and technical teams.
• Broad business perspective and the ability to learn unfamiliar industries, evaluate partner capabilities and strategic fit, and turn ambiguous opportunities into clear business cases and partnership plans.
• Understanding of how businesses use software, data, and services, including how product integrations, distribution, and complementary capabilities create value.
• Strong commercial and analytical judgment, including assessing economics, prioritizing competing opportunities, and using performance data to guide decisions.
• Ability to build relationships with partner practitioners and leaders, collaborate across technical and business teams, and move projects forward without formal authority.
• Clear writing and communication, curiosity about AI, initiative, adaptability, and disciplined follow-through.

Nice to have

• Experience across B2B sectors and business models.

Culture & Benefits

• Hybrid work in San Francisco or New York City within a small, fast-moving B2B partnerships team.
• Medical, dental, and vision insurance with employer contributions to Health Savings Accounts, plus health and dependent-care flexible spending accounts.
• 401(k) retirement plan with employer match, paid parental and medical/caregiver leave, paid time off, paid holidays, and paid sick or safe time.
• Mental health and wellness support, employer-paid basic life and disability coverage, and an annual learning and development stipend.
• Daily office meals and eligible meal delivery credits, commuter benefits, relocation support for eligible employees, charitable donation matching, and wellness stipends.

Hiring process

• More detailed benefits information is provided during the hiring process.
• Background checks are administered in accordance with applicable law.