OpenAI · San Francisco
Sales & BusinessPartnershipsRemoteFullTimeposted 3w ago
About the team
Platform Partnerships builds and grows the relationships that extend OpenAI products through the world’s most important technology platforms. The team works across Product, Engineering, Research, Go-to-Market, Legal, Finance, Marketing, Policy, and Operations to turn partner opportunities into durable product experiences and business outcomes.
We are a small team working on opportunities that rarely arrive with a playbook. We set the strategy, make the tradeoffs, and stay close to execution through launch and scale.
About the role
We’re hiring a Strategic Partner Manager to own and drive the expansion of a portfolio of OpenAI’s most strategic platform partnerships. You will treat each partnership as a business: set the expansion thesis, align joint product roadmaps, structure commercial opportunities, and translate shared ambition into measurable adoption, usage, revenue, distribution, and product impact.
This is a senior individual-contributor role with full-lifecycle ownership—from strategy and negotiation through integration, launch, performance, expansion, and renewal. It is a 0-to-1 builder role, not a coordination role. You will create clarity where the operating model is still emerging, make sound decisions with incomplete information, and step into the details required to move the work forward.
The right person can move fluidly between a multi-year partnership strategy and the immediate product, commercial, or operating blocker in front of the team. You will build trusted relationships at the executive and working levels while representing OpenAI’s priorities with clarity and thoughtful pushback.
What success looks like
Each priority partner has a clear expansion thesis, joint roadmap, governance model, and measurable outcomes.
High-priority product integrations and go-to-market initiatives launch with clear ownership, strong readiness, and fewer unresolved dependencies.
Partnerships show measurable growth across the outcomes that matter for the relationship, including adoption, usage, revenue, distribution, and product value.
Executives receive concise, decision-ready recommendations that make tradeoffs, risks, and next steps clear.
Partner and market feedback improves OpenAI’s product, ecosystem, and go-to-market strategy.
Successful approaches become repeatable playbooks for the broader platform-partnership portfolio.
In this role, you will
Own a portfolio of strategic platform partnerships as businesses, setting direction, prioritizing opportunities, and driving outcomes aligned with OpenAI’s product and company goals.
Develop multi-year expansion strategies and joint business plans that connect product roadmaps, commercial opportunities, go-to-market motions, and measurable outcomes.
Lead the full partnership lifecycle: strategy, partner evaluation, commercial negotiation, technical and product integration, launch, performance management, expansion, and renewal.
Align Product, Engineering, Research, Go-to-Market, Legal, Finance, Marketing, Policy, and Operations around clear priorities, owners, dependencies, and decisions.
Build trusted executive and working-level relationships across both organizations, creating direct communication, shared accountability, and durable alignment.
Establish and run operating cadences, including roadmap reviews, business reviews, launch-readiness reviews, issue resolution, and escalation paths.
Translate partner needs, technical constraints, customer feedback, and market signals into product, ecosystem, and go-to-market recommendations.
Define success metrics and communicate progress, risks, tradeoffs, and opportunities through concise executive materials.
Resolve blockers and apply thoughtful pushback when partner requests conflict with OpenAI’s priorities or create unclear value.
Turn first-of-kind partnership work into simple, reusable playbooks and operating models that improve execution as the portfolio scales.
You might thrive in this role if you
Have 12+ years of experience in strategic partnerships, product partnerships, business development, product strategy, or related technology roles.
Have a track record of building, launching, and expanding complex platform partnerships from 0 to 1 and through scale, with measurable commercial, adoption, distribution, or product outcomes.
Bring strong product and technical judgment and can work credibly with Product and Engineering on APIs, integrations, developer platforms, data flows, agents, or emerging products.
Have structured and negotiated complex commercial and technical agreements and can balance near-term outcomes with long-term strategic value.
Use data and sound judgment to define success, evaluate tradeoffs, and prioritize among competing opportunities.
Communicate clearly with executive, technical, commercial, and operational audiences, including through high-quality written plans and decision materials.
Build trust, resolve conflict, and manage expectations across functions and company boundaries without relying on formal authority.
Bring high agency, low ego, and exceptional follow-through; you are willing to do the detailed work required to move an outcome forward.
Can move between multi-year strategy and weekly execution in a fast-changing environment with incomplete information.
Nice to have
Experience with AI, developer platforms, APIs, agents, marketplaces, or technology ecosystems.
Experience operating in both a scaled platform organization and a high-growth company.
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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