Partner Operations Leader

About the team

At OpenAI, our mission is to create safe artificial general intelligence (AGI) that benefits all of humanity. This ambitious goal unites leading scientists, engineers, and business professionals to push the boundaries of AI innovation.

The Go-To-Market (GTM) team plays a crucial role in this mission by helping customers understand and deploy our advanced AI products across their organizations. Within the GTM organization, the Revenue Partnerships team is responsible for building a world-class partner ecosystem that fosters customer success, drives revenue growth, and supports OpenAI’s mission to advance AGI.

About the Role

As the Partner Operations Leader, you will be responsible for designing and executing comprehensive channel plans that align with OpenAI’s strategic objectives. You will oversee all aspects of channel operations, streamline processes, and ensure partners are equipped to meet and exceed revenue goals. Success in this role will require deep expertise in channel strategy and operations within the enterprise software space, strong analytical capabilities, and a proven ability to drive both operational efficiency and revenue growth.

In this role, you’ll be pivotal in building operational rigor within partner organizations, enabling scalable programs, and collaborating across teams with high emotional intelligence. You’ll navigate challenges, resolve ambiguity, and foster a high-growth, dynamic environment.

This is a hybrid role based in San Francisco, CA, requiring in-office presence from Monday to Wednesday, with the option to work remotely on Thursdays and Fridays.

Key Responsibilities

• Grow and manage a team of experienced partner operation specialists
• Strategic Channel Planning: partner with Revenue Partnerships leadership on channel strategy, revenue forecasting, and capacity planning.
• Process Design & Standardization: Establish standardized processes, tools, and best practices to enhance channel efficiency and effectiveness.
• Systems & Analytics: Select and administer systems that support partnerships, define data models, and create dashboards for business tracking.
• Partner Program Development: Collaborate with cross-functional teams to design and document internal and external partner programs (e.g., co-selling, SI partner programs).
• Operations Oversight: Oversee day-to-day channel operations, ensuring the smooth execution of partner initiatives and campaigns.

Who You Are

• Leadership: Proven experience leading partner operations teams that support complex partner ecosystems (e.g., fulfillment resell, value-added resell, 2-tier distribution, GTM alliances).
• Process Design Expertise: Ability to design processes related to reselling, quarterly invoicing, API credits, and collaborate with tax, billing, legal, and GTM systems teams.
• Systems Partnership: Knowledge of implementing and optimizing systems that support partner programs and operations.
• Strong Analytical Skills: Data-driven approach to decision-making, with experience in revenue forecasting, capacity planning, and productivity analysis.
• Industry Proficiency: Familiarity with CRM tools such as Salesforce and experience with major enterprise software platforms like Microsoft, Oracle, Snowflake, and ServiceNow.
• Adaptability: Comfortable working in a fast-paced, entrepreneurial environment and adjusting to shifting priorities.

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 do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or any other legally protected status. 

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For US Based Candidates: Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.

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At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.