Partner Director, GTM Cloud Partnerships

📋 Job Overview

OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem that accelerates customer success, enables enterprise AI adoption, and drives durable growth in support of OpenAI’s mission.

🏢 About OpenAI

Cloud partners are central to how customers discover, purchase, deploy, and scale OpenAI solutions. We work across cloud providers and their field, product, marketplace, technical, and partner organizations to reduce friction for customers and create repeatable paths from initial interest to production impact.

The team collaborates closely with Sales, Technical Success, Product, Engineering, Finance, Legal, Security, Marketing, Operations, and Customer Success to turn strategic cloud relationships into measurable customer and commercial outcomes.

🎯 The Role

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. You will translate company-level partnerships into practical field motions spanning account planning, co-selling, cloud marketplaces, customer procurement, technical enablement, solution development, and executive engagement.

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. The ideal candidate can move fluidly between long-term strategy and the detailed execution required to deliver measurable results.

This role is based in San Francisco. We use a hybrid work model of three days in the office per week.

✅ Key Responsibilities

• 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.
• Build scalable co-sell motions with OpenAI and partner sales teams, including account mapping, joint account planning, opportunity identification, executive engagement, and deal progression.
• Create pathways that allow customers to purchase and deploy OpenAI solutions through their existing cloud relationships, commitments, procurement processes, and governance frameworks.
• Work with cloud partners and internal teams to develop joint customer propositions, sales plays, reference architectures, technical patterns, and industry-specific solutions.
• Establish operating cadences for priority partnerships, including executive business reviews, pipeline inspections, forecasting, milestone tracking, performance reporting, and escalation management.
• Partner with Sales and Technical Success to identify, shape, and accelerate strategic enterprise opportunities involving cloud infrastructure, marketplaces, and AI transformation initiatives.
• Coordinate with Product, Engineering, Finance, Legal, Security, and Operations to resolve blockers and improve the end-to-end partner and customer experience.
• Drive partner enablement across OpenAI products, use cases, technical capabilities, customer qualification, security, provisioning, and deployment best practices.
• Collaborate with Partner Marketing on launches, campaigns, customer stories, field communications, and market-facing events.
• Gather structured feedback from cloud partners and customers and translate it into recommendations for OpenAI’s product, commercial, and go-to-market teams.
• Define scalable playbooks,

🎁 Benefits

Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend to fuel your professional growth
Daily meals in our offices, and meal delivery credits as eligible
Relocation support for eligible employees
Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

🛂 Visa & Eligibility

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.