B2B Ecosystem Lead, Partner Growth

OpenAI

. Identify and recruit B2B partners for ecosystem programs and joint go-to-market opportunities .

Posted 10/16/2026full-timeUnited StatesSenior💰 $333,000 - $445,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B partnerships and business development, with a strong focus on managing partner portfolios, driving measurable results in onboarding and adoption, and executing strategic go-to-market initiatives. Proficient in negotiation, cross-functional collaboration, and developing repeatable processes that enhance partner success.

Highest-signal resume keywords

B2B Partnerships ManagementBusiness DevelopmentNegotiation SkillsCross-Functional CollaborationAnalytical Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner Account ManagementOnboarding ProcessesCommercial AgreementsBusiness PlanningTechnical EvaluationIntegration StrategiesMarket AnalysisPerformance TrackingGrowth PlanningProduct Usage Metrics

Soft Skills

Clear CommunicationRelationship BuildingProblem SolvingTrust BuildingReliable Follow-Through

Tools & Technologies

Cloud MarketplacesTechnology PlatformsISVs

Industry Keywords

B2B Business ModelsPartner ChannelsEcosystem ProgramsGo-To-Market StrategiesCommercial Expansion

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Identify and recruit B2B partners for ecosystem programs and joint go-to-market opportunities
Own day-to-day relationships across the partner portfolio
Develop business and account plans with partners and Sales
Define use cases, target customers, owners, milestones, adoption goals, and commercial goals
Negotiate product and commercial agreements with Legal, Finance, and Product
Lead selected high-touch strategic opportunities
Guide partners through onboarding, technical evaluation, integration, and activation
Coordinate enablement and resolve barriers to launch, usage, and expansion
Execute co-selling, joint marketing, and marketplace opportunities with account teams
Coordinate with cloud and other ecosystem partners
Run regular partner reviews
Identify inactive or stalled partners and execute growth plans
Track onboarding completion, time to activation, active partners, product usage, pipeline contribution, and commercial results
Improve onboarding materials, enablement, and partner engagement practices
Turn recurring partner issues into fixes that help the broader ecosystem scale

Requirements

What you’ll need

8+ years of experience in partnerships, business development, partner or account management, enterprise sales, or related commercial roles in technology
Experience managing and growing a portfolio of B2B partners or accounts, with measurable results in onboarding, adoption, retention, or commercial expansion
Understanding of B2B business models, partner channels, and how companies bring products and services to market
Experience with ISVs, technology platforms, services partners, or cloud marketplaces is a plus
Strong business judgment and analytical skills
Ability to assess partner economics and prioritize a portfolio
Ability to build repeatable processes that help partners succeed
Ability to work across Product, Engineering, Sales, Marketing, Legal, and Finance
Ability to build trust with partner teams and drive progress without formal authority
Generalist mindset and curiosity about AI
Ability to learn new products and markets quickly
Ability to discuss integrations with technical teams and connect capabilities to customer value
Clear communication and sound negotiation skills
Reliable follow-through
Comfortable balancing relationship building, structured planning, and hands-on problem solving

Benefits

Comp & perks

Equity
Performance-related bonus(es) for eligible employees
Medical, dental, and vision insurance for you and your family
Employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave: up to 24 weeks for birth parents and 20 weeks for non-birthing parents
Paid medical and caregiver leave: up to 8 weeks
Flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays
Multiple paid coordinated company office closures throughout the year
Paid sick or safe time
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend
Daily meals in offices
Meal delivery credits as eligible
Relocation support for eligible employees
Charitable donation matching
Wellness stipends
Overtime pay for non-exempt employees, consistent with applicable laws