Partner Director, GTM Cloud Partnerships (AI)

Location: San Francisco, Seattle, or New York; hybrid work model with three days in the office per week

Salary: $237K–$330K plus equity

Company

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

What you will do

• Own commercial engagement with a major global cloud partner across selected industries and customer segments.
• Build partnership governance, including pipeline reviews, forecasting, executive business reviews, milestone tracking, reporting, and escalation management.
• Identify and accelerate partner-sourced and partner-influenced opportunities with OpenAI Sales.
• Develop joint sales plays covering account mapping, co-selling, executive engagement, and deal progression.
• Support enterprise opportunities involving cloud infrastructure, marketplaces, AI transformation, and technical deployments.
• Drive partner enablement, marketing initiatives, customer events, feedback collection, and recommendations for product and go-to-market teams; travel regularly in North America.

Requirements

• 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales within cloud, SaaS, AI, or platform businesses.
• Significant experience developing go-to-market partnerships with major cloud providers and navigating their sales, product, marketplace, technical, and partner organizations.
• Demonstrated success producing measurable pipeline, revenue, customer adoption, or marketplace outcomes through strategic partnerships.
• Strong familiarity with cloud marketplaces, co-sell programs, committed-spend models, partner attribution, and cloud-based enterprise procurement.
• Experience with complex enterprise opportunities involving AI transformation, cloud modernization, data platforms, or large-scale technical deployments.
• Ability to build senior-executive relationships, influence without formal authority, manage escalations, and create urgency across teams.
• Technical fluency to engage with cloud architects, product leaders, engineering teams, and technical decision-makers.
• Experience in an early-stage or high-growth environment where strategies, processes, and playbooks are still being built.
• Excellent written, verbal, negotiation, and executive-presentation skills.

Nice to have

• Ability to create structure in ambiguous and rapidly evolving partnership environments.
• Strong execution focus and orientation toward measurable business outcomes.
• Ability to learn technical concepts quickly and translate them into customer and commercial value.

Culture & Benefits

• Hybrid work with three office days per week.
• Regular travel in North America for executive meetings, customer engagements, strategic planning, and industry events.
• Collaboration across Sales, Technical Success, Product, Engineering, Finance, Legal, Security, Marketing, Operations, and Customer Success.
• Equal opportunity employment, reasonable accommodations, and legally compliant background-check practices.