Partner Strategy & Operations

About the Team

OpenAI’s Go-To-Market (GTM) Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, enable AI adoption, and drive growth in support of OpenAI’s mission toward AGI. We collaborate closely across internal teams to ensure unified strategy and seamless execution.

About the Role

As part of the Partner Strategy, Operations & Programs team, this role will serve as a trusted advisor to GTM Partnerships leadership, providing data-driven insights, driving core operating cadences, and leading high-impact projects that improve how we measure and manage partner performance. You’ll collaborate cross-functionally with Revenue Operations, Finance, Data, Growth, and Systems teams to align definitions and reporting, drive efficiency, and help our Partner Directors, Partner Technical Success, and partner ecosystem execute at scale.

We’re looking for someone who can pair sharp analytical judgment with strong operational instincts, and who can lead cross-functional work that improves how the business runs.

In this roll you will:

• Own and evolve the partnerships data and attribution model, driving the process and system changes needed to accurately capture partner impact across the customer lifecycle

• Define, build, and maintain partner performance reporting (KPIs, dashboards, scorecards, deep dives) that leaders and field teams use to manage performance and drive decisions, and build or extend select views into partner-facing reporting on partner platforms

• Build and drive the Partnerships operating cadence and collaborate with Revenue Operations to deliver partner performance data and narrative for core GTM rhythms (forecasting, pipeline, and business reviews)

• Partner with GTM Planning and Strategic Finance to shape targets, and own target allocation and rollout so partner teams have clear ownership and understand how success is measured

• Lead strategic, cross-functional initiatives that improve efficiency and effectiveness across Partnerships and the broader GTM organization, including driving automation that reduces manual overhead

You might thrive in this role if you have:

• 7+ years of experience in GTM Strategy & Operations at a high-growth technology company, with meaningful exposure driving partner / channel / ecosystem motions

• Proficiency in Salesforce, data analysis in Sheets/Excel, querying and validating data using SQL (e.g., in Databricks), and building dashboards in BI tools (e.g., Tableau)

• Deep understanding of partnerships data models and KPIs, including how partner impact is tracked and reported across deals

• A track record supporting and driving GTM operating cadences (forecasting, pipeline reviews, business reviews) with cross-functional stakeholders and partnerships leadership

• Experience partnering with GTM Planning and Strategic Finance to model targets, owning quota setting for partner teams, and operationalizing coverage models with technical teams

• Exceptional analytical skills and strong business acumen, with a track record of solving complex problems through data-driven insights and strategic execution

• Strong communication and project management skills, with the ability to engage, influence, and align cross-functional teams

• Ability to thrive in ambiguity, operate autonomously, and maintain momentum in a rapidly evolving environment

• Exceptional organizational skills, with the discipline to ruthlessly prioritize and manage multiple high-impact projects simultaneously

• High horsepower, adaptability, and comfort with frequent context-switching while maintaining quality and ownership

• Understanding of the AI landscape and how AI solutions solve real-world customer problems

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 in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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