B2B Ecosystem Lead, Business Development

About the Team: We are a small and fast-moving B2B partnerships team that shapes and executes OpenAI’s most important collaborations. We develop strategic and product partnerships across the B2B ecosystem, bringing together OpenAI’s capabilities and partners’ technology, expertise, data, workflows, and customer relationships. Working closely with Product, Engineering, and Sales, we turn these opportunities into useful offerings and new ways for businesses to adopt and benefit from OpenAI. About the Role: As a B2B Ecosystem Lead, you will identify, develop, and execute strategic and product partnerships across B2B segments. This is a hands-on individual contributor role spanning opportunity assessment, partnership design, commercial negotiation, and execution. You will own the partner work behind product initiatives, from defining partner needs through launch and sustained adoption at scale. These may include Sign in with ChatGPT and industry-specific offerings. You bring a generalist’s ability to connect product priorities with partner capabilities, build a business case, and align teams around a practical path forward. You will remain accountable after signing and launch, including for selected high-touch strategic partnerships. Key Responsibilities: - Identify strategic and product partnership opportunities across B2B segments; translate product priorities and customer needs into partner plans, joint value propositions, and a focused set of prospective partners. - Own the partner work stream for assigned product initiatives, aligning requirements, commitments, milestones, and ongoing responsibilities with Product, Engineering, and partner teams. - Develop business cases and negotiate product and commercial partnerships with Legal, Finance, and Product, including selected high-touch strategic deals in coordination with other partnership owners. - Take partner initiatives from pilot through launch and scale, defining readiness criteria, coordinating integrations, and expanding successful offerings to more partners and business customers. - Work with Sales and partner teams on target accounts, referrals, joint selling, and customer introductions, with clear responsibilities for follow-up and opportunity tracking. - Coordinate Product, Engineering, Sales, Marketing, Legal, Finance, Security, Policy, and Operations to resolve launch and adoption barriers, with clear ownership and handoffs into ongoing partner programs. - Maintain partner relationships after launch and bring customer feedback, integration gaps, and adoption barriers back to Product and Engineering; help turn early implementations into repeatable offerings. - Define success measures with product and go-to-market teams, track activation, sustained usage, customer outcomes, and commercial impact, and drive follow-up when an initiative falls short. Qualifications: - 8+ years of experience in business development, strategic or product partnerships, or related roles developing commercial opportunities in technology or other B2B businesses. - Experience developing B2B partnerships and taking a product, integration, or partner initiative from concept or pilot through launch and sustained adoption, working closely with product and technical teams. - A broad business perspective and the ability to learn unfamiliar industries, evaluate partner capabilities and strategic fit, and turn an ambiguous opportunity into a clear business case and partnership plan. - Understanding of how businesses use software, data, and services, and how product integrations, distribution, and complementary capabilities create value. Experience across B2B sectors and business models is a plus. - Strong commercial and analytical judgment, including the ability to assess economics, prioritize competing opportunities, and use performance data to guide decisions. - Ability to build relationships with partner practitioners and leaders, work effectively across technical and business teams, and move projects forward without formal authority. - Clear writing and communication, curiosity about AI, and a willingness to do the detailed work of growing partnerships. You combine initiative and adaptability with disciplined follow-through. 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 l

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.

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.