Partnerships Operations Lead, OAI for Government

The role

This person will build and run the operating foundation for the OpenAI for Government Partnerships team. They will act as operational connective tissue across various cross-functional stakeholders to move opportunities from engagement through execution.

What you will do

• Own the end-to-end operating cadence for partner-sourced and partner-influenced opportunities.
• Build and improve operating processes, standard procedures, stage gates, and decision rights.
• Operationalize government partner motions including cloud providers, resellers, and sell-through models.
• Coordinate deal execution across multiple cross-functional teams.
• Establish a consistent handoff from commercial teams to Technical Success.
• Unblock complex deals by surfacing issues, driving approvals, and managing exceptions.
• Maintain the operational source of truth for contract milestones, partner launches, and risks.
• Own government-partner operating cadences for deal execution, launch tracking, and business reviews.
• Identify and implement workflow, tooling, and automation improvements.

Required qualifications

• 7+ years of experience in operations, Revenue Operations, Sales Operations, Deal Desk, go-to-market business operations, or complex program management.
• A track record of building operating processes and cross-functional workflows from the ground up in a fast-moving organization.
• Experience supporting the end-to-end deal lifecycle in enterprise technology, public sector, or another complex and regulated environment.
• Exceptional program-management skills.
• Strong systems and data orientation, including experience with CRM, reporting, workflow, and collaboration tools.
• Ability to move between detailed execution and systems-level problem solving.
• Excellent written and verbal communication.
• Sound judgment.
• Ability to influence cross-functional teams without relying on formal authority.

Nice to have

• Experience operating partner, alliance, channel, or co-sell programs in enterprise technology, cloud, or AI.
• Familiarity with public-sector procurement, government contracting, and customer implementation or Technical Success handoffs.

About the company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. OpenAI for Government helps public-sector institutions use advanced AI responsibly to improve services and advance critical missions.