About the Team

OpenAI's GTM Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, support secure AI adoption, and drive growth in support of OpenAI's mission toward AGI. We collaborate closely across Sales, Technical Success, Product, Marketing, Operations, and Leadership teams to turn strategic partnerships into durable commercial outcomes.

Within that team, our strategic data and AI platform partnerships are a critical part of our ecosystem strategy. As enterprises increasingly build AI applications on top of modern data platforms, strong partnerships with Snowflake and Databricks are essential to accelerating customer adoption and delivering successful AI outcomes. Success requires more than executive alignment—it requires field enablement, disciplined co-sell execution, strong operating rigor, and fast feedback loops into the business.

About the Role

We are hiring a Partner Director, Data Partnerships to help build and scale OpenAI's go-to-market partnership strategy with two of our most strategic data platform partners. This person will serve as a field-facing leader responsible for enabling Data Partner sellers, such as Snowflake and Databricks sellers, shaping joint account and opportunity strategy, and helping qualified opportunities move efficiently through joint sales motions.

This is a revenue-oriented partnerships role for a high-output operator who can translate alliance strategy into pipeline, partner-influenced revenue, and repeatable execution. The right candidate knows how to earn mindshare with partner field teams, navigate ambiguity, and build simple operating mechanisms that scale.

This role is based in San Francisco. We use a hybrid work model of three days in the office per week and offer relocation assistance to new employees.

In This Role, You Will

• Build trusted relationships with Data Partner's Account Executives, Solution Engineers, AI Specialists, Partner Managers, and regional leadership teams to create durable seller mindshare.

• Enable Data Partner field organizations on OpenAI positioning, AI use cases, qualification criteria, and how to effectively engage OpenAI throughout the sales cycle.

• Own the in-market operating relationship with Data Partner sellers across account mapping, joint account planning, opportunity coordination, and escalation management.

• Identify, shape, and support qualified opportunities emerging from Data Partner accounts in close partnership with OpenAI Sales, Solutions Engineering, and Technical Success teams.

• Drive strong co-sell execution across joint pipeline management, opportunity tracking, marketplace motions where applicable, follow-up discipline, and operational excellence.

• Develop repeatable sales plays, enablement assets, joint solution messaging, and field communications that allow partner teams to independently identify and accelerate OpenAI opportunities.

• Aggregate structured feedback from partner sellers and customers and translate it into actionable recommendations for Product, GTM, and Operations teams.

• Help define the operating model, engagement framework, and regional strategy that enables these partnerships to scale as customer demand grows.

• Collaborate cross-functionally with Partner Solutions Architects, Product, Engineering, Partner Marketing, Partner Operations, Sales Leadership, and GTM teams to remove friction and accelerate customer success.

• Represent OpenAI with executive presence in customer, partner, and internal leadership conversations where commercial judgment and strategic thinking are critical.

We're Seeking Someone With Experience Including

• 8+ years of experience in partnerships, ecosystem sales, strategic alliances, business development, or related go-to-market roles within SaaS, cloud, AI, data, or platform companies.

• Meaningful experience working closely with Snowflake, Databricks, or similar enterprise data platform ecosystems and a strong understanding of modern data, analytics, and AI go-to-market motions.

• A proven track record of driving measurable revenue through partnerships—not simply managing strategic relationships.

• Experience supporting complex enterprise opportunities alongside direct sales teams, including opportunity strategy, qualification, technical coordination, and executive stakeholder alignment.

• Comfort engaging CIOs, CTOs, Chief Data Officers, Chief AI Officers, and senior business leaders in strategic conversations while clearly articulating technical value.

• Experience developing joint sales plays, enablement programs, operating cadences, and scalable field engagement models in high-growth organizations.

• Strong technical fluency across enterprise AI, data platforms, cloud technologies, and modern analytics architectures, with enough depth to engage productively with architects and technical decision-makers.

• A demonstrated ability to operate with high ownership in ambiguous, fast-moving environments where new partnership motions are still being built.

• Excellent cross-functional influence, with the ability to align Sales, Product, Engineering, Operations, Marketing, and executive stakeholders without formal authority.

You Might Thrive in This Role If You

• Are a builder. You enjoy creating structure where none exists and turning emerging partnership opportunities into scalable operating models.

• Have a commercial mindset. You naturally focus on pipeline generation, partner activation, customer adoption, and measurable business outcomes.

• Build trust quickly with partners and executives through credibility, clear communication, and thoughtful execution.

• Operate with urgency and sound judgment, balancing strategic initiatives with day-to-day opportunity execution.

• Enjoy technical learning. You don't need to be the deepest technical expert, but you're excited to understand AI, data platforms, and enterprise architectures well enough to connect technology with business value.

• Are energized by the rapidly evolving AI ecosystem and excited to help define how OpenAI scales through strategic partnerships with leading data and AI platform providers.

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 AI capabilities while safely deploying them through products that empower individuals and organizations around the world.

We believe artificial intelligence has the potential to help solve some of humanity's greatest challenges, and we are committed to ensuring its benefits are broadly shared. Join us in helping shape the future of AI through one of the industry's most strategic partnership ecosystems.

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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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.