B2B Ecosystem Lead, Partner Growth

About the Team We are a small and fast-moving B2B partnerships team that shapes and executes OpenAI’s most important collaborations. We work across the B2B ecosystem, including software vendors, technology platforms, and services partners, to help them bring useful AI offerings to market and reach more business customers. Working closely with Sales, Product, and partner programs, we build channels and repeatable go-to-market approaches that expand customer choice and adoption of OpenAI’s models and products. About the Role As a B2B Ecosystem Partnerships Lead focused on Partner Growth, you will own the onboarding, activation, and growth of a partner portfolio across OpenAI’s 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. Your portfolio may span ISVs, technology platforms,, and other B2B partners as opportunities evolve. You bring a generalist’s range across relationships, business analysis, deal execution, and operational problem solving. You will build repeatable ways to support a growing partner base and take on selected strategic partnerships. In this role, you will: 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. You might thrive in this role if you have: 8+ years of experience in partnerships, business development, partner or account management, enterprise sales, or related commercial roles in technology. Experience managing and growing a portfolio of B2B partners or accounts, with measurable results in onboarding, adoption, retention, or commercial expansion. An understanding of B2B business models, partner channels, and how companies bring products and services to market. Experience with ISVs, technology platforms, services partners, or cloud marketplaces is a plus. Strong business judgment and analytical skills: you can assess partner economics, prioritize a portfolio, and build repeatable processes that help more partners succeed. Ability to work across Product, Engineering, Sales, Marketing, Legal, and Finance, build trust with partner teams, and drive progress without formal authority. A generalist mindset, curiosity about AI, and the ability to learn new products and markets quickly. You can discuss integrations with technical teams and connect capabilities to customer value. Clear communication, sound negotiation skills, and reliable follow-through. You are comfortable balancing relationship building, structured planning, and hands-on problem solving in a changing environment. About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic. For additi