B2B Ecosystem Partnerships Lead (AI)

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

Salary: $333,000–$445,000 per year, plus equity, performance-related bonuses, and benefits.

Company

OpenAI is an AI research and deployment company developing and deploying general-purpose artificial intelligence products.

What you will do

• Identify, recruit, onboard, activate, and grow B2B partners across ecosystem programs including marketplace and Sign in with ChatGPT.
• Manage day-to-day partner relationships and build repeatable engagement approaches for a growing portfolio.
• Develop business and account plans with partners and Sales, including use cases, target customers, milestones, adoption goals, and commercial objectives.
• Negotiate product and commercial agreements with Legal, Finance, and Product, and lead selected strategic partnerships.
• Guide partners through technical evaluation, integration, enablement, launch, co-selling, joint marketing, and marketplace opportunities.
• Track partner onboarding, activation, usage, pipeline, and commercial results; improve materials and processes based on recurring issues.

Requirements

• 8+ years of experience in partnerships, business development, partner or account management, enterprise sales, or related commercial technology roles.
• Experience managing and growing a B2B partner or account portfolio with measurable onboarding, adoption, retention, or commercial expansion results.
• Understanding of B2B business models, partner channels, and product and service go-to-market processes.
• Strong business judgment and analytical skills, including assessing partner economics, prioritizing portfolios, and building repeatable processes.
• Ability to collaborate across Product, Engineering, Sales, Marketing, Legal, and Finance, build trust with partners, and drive progress without formal authority.
• Generalist mindset, curiosity about AI, and ability to learn new products and markets quickly.
• Ability to discuss integrations with technical teams and connect product capabilities to customer value.
• Clear communication, negotiation skills, reliable follow-through, and comfort balancing relationship building, structured planning, and hands-on problem solving.

Nice to have

• Experience with ISVs, technology platforms, services partners, or cloud marketplaces.

Culture & Benefits

• Hybrid work in New York City or San Francisco with relocation support for eligible employees.
• Medical, dental, and vision insurance, including employer contributions to Health Savings Accounts.
• 401(k) plan with employer match, paid parental, medical, caregiver, sick, and safe leave, and paid time off.
• Paid company holidays, coordinated office closures, mental health and wellness support, and employer-paid life and disability coverage.
• Annual learning and development stipend, daily office meals, meal delivery credits, charitable donation matching, and wellness stipends.

Hiring process

• Benefits and additional compensation details are provided during the hiring process.
• Background checks are administered in accordance with applicable law.