B2B Ecosystem Lead, Business Development

OpenAI is hiring a hands-on B2B ecosystem partner builder to identify, design, and execute strategic and product partnerships across B2B segments.

Responsibilities

• Identify strategic and product partnership opportunities across B2B segments; convert product priorities and customer needs into partner plans, joint value propositions, and a prioritized partner target list.
• Own the partner work stream for assigned product initiatives, coordinating requirements, commitments, milestones, and ongoing responsibilities with Product, Engineering, and partner teams.
• Build business cases and negotiate product and commercial partnerships in partnership with Legal and Finance, including selected high-touch strategic deals in coordination with other partnership owners.
• Drive partner initiatives from pilot through launch and scale, including readiness criteria, integration coordination, and expansion to additional partners and business customers.
• Partner with Sales and partner teams on target accounts, referrals, joint selling, and customer introductions, with clear follow-up and opportunity tracking ownership.
• Coordinate cross-functional groups to remove launch and adoption barriers, including Product, Engineering, Sales, Marketing, Legal, Finance, Security, Policy, and Operations; ensure clear ownership and handoffs into ongoing partner programs.
• Maintain partner relationships after launch, gathering customer feedback, integration gaps, and adoption blockers to bring back to Product and Engineering, and help convert early deployments into repeatable offerings.
• Define success metrics with product and go-to-market teams; monitor activation, sustained usage, customer outcomes, and commercial impact, and drive follow-up when an initiative falls short.

Requirements

• 8+ years of experience in business development, strategic or product partnerships, or related roles building commercial opportunities in technology or other B2B organizations.
• Proven ability to develop B2B partnerships and take a product, integration, or partner initiative from concept or pilot through launch and sustained adoption while working closely with product and technical teams.
• Broad business judgment: learn unfamiliar industries, assess partner capabilities and strategic fit, and turn ambiguous opportunities into clear business cases and partnership plans.
• Understanding of how businesses use software, data, and services, and how integrations, distribution, and complementary capabilities create value.
• Experience across B2B sectors and business models is a plus.
• Strong commercial and analytical judgment using data to guide decisions.
• Ability to build relationships with partner practitioners and leaders.
• Clear writing and communication, curiosity about AI, and a willingness to do detailed partnership work with initiative, adaptability, and disciplined follow-through.

Benefits

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
• 401(k) retirement plan with employer match
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays, plus multiple paid coordinated company office closures throughout the year for focus and recharge
• Paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend
• Daily meals in offices, and meal delivery credits as eligible
• Relocation support for eligible employees
• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided

About the Team

• Small and fast-moving B2B partnerships team shaping and executing OpenAI’s most important collaborations.
• Develops strategic and product partnerships across the B2B ecosystem, connecting OpenAI capabilities with partners’ technology, expertise, data, workflows, and customer relationships.
• Works closely with Product, Engineering, and Sales to turn opportunities into useful offerings and ways for businesses to adopt and benefit from OpenAI.

About the Role

• Identify, develop, and execute strategic and product partnerships across B2B segments.
• Hands-on individual contributor role spanning opportunity assessment, partnership design, commercial negotiation, and execution.
• Own partner work behind product initiatives from defining partner needs through launch and sustained adoption at scale.
• Partnership initiatives may include Sign in with ChatGPT and industry-specific offerings.
• Remain accountable after signing and launch, including for selected high-touch strategic partnerships.

Compensation

• USD 333,000 - 445,000 base salary per year
• Offers equity
• Base pay may vary based on individualized factors
• Additional performance-related bonus(es) may apply for eligible employees

Location: San Francisco, CA (onsite)