B2B Ecosystem Lead, Partner Growth

Job summary

Responsibilities

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.

• Identify and recruit partners across B2B segments for ecosystem programs and joint go-to-market opportunities, prioritizing customer needs, product fit, commercial potential, and…
• 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…
• 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.

What they're looking for

• 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: 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.