OpenAI · San Francisco
Sales & BusinessPartnershipsRemoteFullTimeposted 7w ago
About the role
We are building a higher education researcher motion that helps funded labs adopt OpenAI across core research workflows. This role will develop relationships with principal investigators, researchers, research software engineers, research computing teams, and university technology leaders, then translate high-value use cases into sustained Pro, Codex, API, and ChatGPT Edu usage.
This is a hybrid business development and program management role. You will identify and qualify priority labs, design phased access and fellows programs, run pilots, remove technical and institutional blockers, and create repeatable paths from individual researchers to lab- and institution-level adoption. Additionally, this role will launch and manage a community of researchers with events, communications and support.
In this role, you will:
Build a pipeline of funded labs, research centers, and technical champions at priority R1 universities; qualify opportunities based on workflow value, funding path, influence, and expansion potential.
Run discovery with researchers and university stakeholders to understand workflows, data and security needs, procurement constraints, and success criteria.
Design and operate phased access and fellows programs, including eligibility, selection, offer mechanics, onboarding, office hours, community programming, and pilot goals.
Translate research workflows into effective use of Pro, Codex, API, and ChatGPT Edu in partnership with Solutions, Product, and Education account teams.
Manage pilots end to end, remove trust, funding, and technical blockers, and drive measurable activation, retention, and expansion.
Turn early usage into product feedback, workflow documentation, peer proof, case studies, and repeatable enablement.
Build clear handoffs and expansion paths from researcher to lab to institution; track fellow selection, activation, retained usage, workflow proof, conversion, and expansion.
You might thrive in this role if you:
Relevant experience in business development, program management, partnerships, or technical go-to-market work serving higher education, research, developer, or technical communities.
Proven credibility with funded labs, hard-science researchers, or R1 universities.
Strong program design and operating judgment, with the ability to move from an ambiguous concept to a measurable, repeatable motion.
Technical fluency with AI platforms and research workflows; able to run credible discovery with researchers and research IT.
Ability to navigate complex institutions across researchers, central and research IT, procurement, funders, administrators, and executive sponsors.
Clear communication, high judgment, and strong cross-functional execution in a fast-moving environment.
Preferred:
Phd and experience within funded lab research.
Hands-on experience with AI platforms, developer products, or research infrastructure.
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 additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.
Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.
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