Partner Strategy & Operations

About The Team

OpenAI’s mission is to build safe artificial general intelligence (AGI) that benefits all of humanity. This long‑term undertaking brings the world’s best scientists, engineers, and business professionals into one lab to accomplish it.

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 our mission. We collaborate closely across internal teams to ensure unified strategy and seamless execution.

As part of the Partner Strategy, Operations & Programs team, this role will serve as a trusted advisor to GTM Partnerships leadership. You will drive core operating rhythms and lead high‑impact projects that strengthen how we define and measure partner performance, shape targets, and report progress. You’ll collaborate cross‑functionally with Revenue Operations, Finance, Data, Growth, and Systems teams to align definitions and reporting, drive efficiency, and help Partner Directors, Partner Technical Success, and our 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.

• Build and drive the Partnerships operating cadence and collaborate with Revenue Operations to bring partner performance into core GTM rhythms (forecasting, pipeline, business reviews)
• 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
• 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
• 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
• Lead strategic, cross‑functional initiatives that improve efficiency and effectiveness across Partnerships and the broader GTM organization, including driving automation that reduces manual overhead

• 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 judgment and business acumen, with a track record of solving complex problems through thoughtful analysis and strategic execution
• Strong communication and project management skills, with the ability to engage, influence, and align cross‑functional teams
• Ability to operate autonomously and maintain momentum in a rapidly evolving environment
• Strong organizational skills, with the discipline to prioritize and manage multiple high‑impact projects simultaneously
• Understanding of the AI landscape and how AI solutions solve real‑world customer problems

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…