Head of Partnerships, Digital Natives

About the Team: We are a small and fast-moving partnerships team that shapes and executes OpenAI’s most important collaborations. Your mission is to identify, structure, and scale partnerships that expand how businesses adopt and benefit from OpenAI. You will work across priority sectors, including legal, professional services, information services, and other B2B categories, while maintaining the flexibility to pursue the highest-impact opportunities as the market evolves.

About the Role: You are a senior business development and partnerships leader with strong judgment, high ownership, and a track record of originating and closing complex partnerships. You can move from market strategy and executive engagement through deal development, launch, and growth. You combine strategic thinking, commercial discipline, and hands-on execution, and you can create clarity and momentum across multiple internal and external stakeholders.

Key Responsibilities:

- Develop a portfolio strategy for high-impact B2B partnerships.

- Identify and prioritize partners based on customer reach, differentiated data or workflows, distribution, strategic value, and growth potential.

- Originate, structure, negotiate, and launch complex product and commercial partnerships.

- Build joint value propositions and business plans spanning integration, distribution, go-to-market, and customer adoption.

- Lead executive relationships and establish durable cross-functional partnership governance.

- Coordinate product, engineering, sales, marketing, legal, finance, security, policy, and operations to deliver partnership outcomes.

- Translate partner and market insight into product strategy and new partnership models.

- Track adoption, pipeline, revenue impact, strategic milestones, and partner performance, and communicate progress and risks clearly.

Qualifications:

- 10+ years of experience in strategic partnerships, business development, enterprise technology, or platform ecosystems.

- Proven experience personally originating and closing complex partnerships with senior executives.

- Demonstrated ability to evaluate opportunities across industries without relying on a single-sector playbook.

- Strong understanding of enterprise workflows, SaaS, data, AI products, and B2B distribution models.

- Excellent strategic and commercial judgment, with the ability to make principled tradeoffs and drive disciplined execution.

- Strong cross-functional leadership across product, engineering, GTM, legal, finance, security, policy, and operations.

- Outstanding executive communication and relationship-building skills in a fast-moving, ambiguous environment.

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 https://cdn.openai.com/policies/eeo-policy-statement.pdf.

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 …