Marketplace Lead

About the Role We are a small, fast-moving partnerships team that shapes and executes OpenAI’s most important collaborations. Your mission is to build the product, operating systems, and capabilities that will power OpenAI’s B2B marketplace. You will define the marketplace product strategy and translate it into a clear roadmap, scalable tooling, and an operating model through which customers can discover, evaluate, purchase, deploy, and manage trusted third-party solutions built on and with OpenAI’s models. You are a senior marketplace builder with strong product judgment, operational rigor, and a track record of developing B2B platforms at scale. You are comfortable moving between product strategy, marketplace operations, commercial models, data, and systems design. You can turn ambiguous customer and partner needs into clear priorities and build the infrastructure required to support a trusted, high-quality marketplace. Key Responsibilities: - Define the vision, strategy, roadmap, and success metrics for OpenAI’s B2B marketplace. - Translate customer, partner, and business needs into clear product requirements and priorities in close partnership with product and engineering. - Design the end-to-end marketplace experience and operating architecture, including partner onboarding, catalog management, discovery, evaluation, procurement, private offers, billing, deployment, identity, governance, and lifecycle management. - Build the internal and external tools required to operate the marketplace efficiently, including workflows for solution intake, review, approval, publishing, monitoring, reporting, and issue resolution. - Establish the data foundation and measurement systems needed to understand marketplace adoption, conversion, solution quality, customer trust, and overall marketplace health. - Design scalable commercial models, policies, incentives, and partner economics with finance, legal, security, policy, and operations. - Establish standards and operating processes for solution quality, safety, compliance, performance, and lifecycle management. - Partner with ecosystem, sales, marketing, and customer success teams to ensure marketplace capabilities support partner participation and customer adoption. - Build and lead the marketplace team and operating cadence, aligning cross-functional owners around clear priorities, decisions, and outcomes. Qualifications: - 10-15 years of experience in marketplaces, platforms, product, strategy, operations, ecosystems, or general management. - Proven experience building and scaling the product and operational foundation of a B2B marketplace or platform. - Strong product judgment, including the ability to translate customer and partner needs into prioritized requirements, workflows, and roadmaps. - Deep understanding of B2B marketplace infrastructure, including catalog management, procurement, billing, identity, governance, compliance, and reporting. - Experience building marketplace tooling, operational systems, and measurement frameworks that improve quality, efficiency, and scale. - Strong commercial judgment and an understanding of how marketplace economics, policies, and incentives shape ecosystem health. - Demonstrated ability to work across product, engineering, finance, legal, security, policy, sales, marketing, and operations. - Outstanding executive communication and relationship-building skills. - Experience building teams and operating models in a complex, fast-moving technology 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

15+ years of experience in marketplaces, platforms, ecosystems, product, partnerships, or general management. Proven experience owning a scaled B2B marketplace or platform business with measurable commercial and customer outcomes. Deep understanding of both sides of marketplace development: partner supply and customer demand. Strong product and commercial judgment, with the ability to make principled tradeoffs across growth, quality, trust, and ecosystem health. Demonstrated ability to build alignment across product, engineering, sales, marketing, finance, legal, security, policy, and operations. Outstanding executive communication and relationship-building skills across internal leaders, customers, and partners. Experience building teams and operating models in a complex, fast-moving technology company.