Openai
B2B Ecosystem Lead, Partner Growth
New York City, Remote. Posted 29 days ago
The role
You will own the onboarding, activation, and growth of a partner portfolio across ecosystem programs. This individual contributor role focuses on partner management, joint go-to-market execution, and commercial growth.
What you will do
- Identify and recruit partners across B2B segments for ecosystem programs and joint go-to-market opportunities.
- Own day-to-day relationships across your partner portfolio.
- Develop practical business and account plans with partners and Sales.
- Negotiate product and commercial agreements with Legal, Finance, and Product.
- Guide partners through program onboarding, technical evaluation, integration, and activation.
- Execute co-selling, joint marketing, and marketplace opportunities with account teams.
- Run regular partner reviews and execute growth plans.
- Track onboarding completion, activation, active partners, product usage, pipeline, and commercial results.
- Improve onboarding materials, enablement, and partner engagement practices.
Required qualifications
- 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.
- Strong business judgment and analytical skills.
- Ability to work across Product, Engineering, Sales, Marketing, Legal, and Finance.
- A generalist mindset and curiosity about AI.
- Ability to learn new products and markets quickly.
- Clear communication.
- Sound negotiation skills.
- Reliable follow-through.
Nice to have
- Experience with ISVs, technology platforms, services partners, or cloud marketplaces
About the company
OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity.