Partner Director, GTM Cloud Partnerships

OpenAI, Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• We are hiring a Partner Director, GTM Cloud Partnerships to shape and execute OpenAI’s go-to-market strategy with strategic cloud partners.
• You will own senior relationships across a portfolio of cloud providers and develop joint business plans that expand customer access to OpenAI’s products, generate partner-sourced opportunities, and accelerate enterprise adoption.
• This is a highly strategic and hands-on role. Success requires executive presence, strong commercial judgment, cloud ecosystem expertise, and the operating discipline to coordinate complex initiatives across multiple partners, regions, and internal teams.
• In this role, you will:
• Own the strategic and commercial relationships with a top global cloud partner, establishing strong alignment with their executive, sales, product, marketplace, technical, and partner organizations.
• Develop and execute joint business plans that increase customer adoption, partner-sourced pipeline, marketplace transactions, and revenue.
• Translate strategic agreements into repeatable go-to-market programs, clear field engagement models, and measurable operating priorities.
• You will work closely with Sales, Technical Success, Product, Engineering, Finance, Legal, Security, Marketing, and Customer Success to turn strategic cloud relationships into measurable customer and commercial outcomes.
• You might thrive in this role if you have:
• 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales within cloud, SaaS, AI, or platform businesses.
• Significant experience developing go-to-market partnerships with major cloud providers and navigating their sales, product, marketplace, technical, and partner organizations.
• A demonstrated track record of producing measurable pipeline, revenue, customer adoption, or marketplace outcomes through strategic partnerships.
• You'll be especially successful if you:
• Are a builder who can create structure in an ambiguous and rapidly evolving partnership landscape.
• Combine a strategic perspective with a strong bias toward execution and measurable business outcomes.
• Understand how cloud providers operate—from corporate strategy and product partnerships to marketplaces and field-level co-selling.
• 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.
• 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.

🎯 Requirements

• 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales within cloud, SaaS, AI, or platform businesses.
• Significant experience developing go-to-market partnerships with major cloud providers and navigating their sales, product, marketplace, technical, and partner organizations.
• A demonstrated track record of producing measurable pipeline, revenue, customer adoption, or marketplace outcomes through strategic partnerships.

🏖️ Benefits

• We are an equal opportunity employer.
• 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.
• We are committed to providing reasonable accommodations to applicants with disabilities.
• 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.

Skills & Technologies

Hybrid

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OpenAI, Inc.

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About OpenAI, Inc.

OpenAI is a San Francisco-based artificial intelligence research and deployment company founded in 2015. It develops large-scale AI models such as GPT, DALL-E, and Codex, providing cloud APIs and consumer applications like ChatGPT. Originally established as a non-profit, it later created a capped-profit subsidiary to attract capital while maintaining its mission to ensure artificial general intelligence benefits all of humanity.

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