Partner Sales & Development Leader

About the Team

OpenAI's GTM Partnerships team builds a strategic, global partner ecosystem to accelerate customer success, support responsible enterprise AI adoption, and drive durable growth in support of OpenAI's mission.

About the Role

We are hiring a Partner Sales & Development Manager to lead our partner sales and development team for either the South & East or North & West region of North America. Reporting to the North America Co-Sell Leader, you will manage and develop a regional team, own the regional partner business, and work alongside OpenAI Sales leadership and strategic partners to generate pipeline, advance complex pursuits, and drive revenue and customer adoption.

Responsibilities

• Own the partner sales and development plan for your assigned region,South & East or North & West,aligning team coverage, target accounts, partner priorities, sales plays, and execution milestones with regional Sales leadership and the North America Co-Sell Leader.
• Drive regional commercial outcomes across partner-sourced and partner-attached pipeline, bookings, production adoption, and expansion, with clear accountability for business performance.
• Identify and develop new partner-led opportunities.
• Lead account mapping and joint account planning with OpenAI sellers and partner teams to identify whitespace, qualify opportunities, and prioritize the accounts and use cases with the greatest potential.
• Orchestrate complex co-sell pursuits, aligning account teams, partner sellers, technical stakeholders, and services organizations around customer needs, clear responsibilities, and mutual action plans.
• Build trusted relationships with regional partner executives and field leaders, while coordinating with global partner owners to ensure regional execution supports the broader partnership strategy.
• Partner with Solutions Engineering, Customer Success, Product, and partner delivery teams to address technical and implementation dependencies and help customers deploy, adopt, and expand AI workloads in production.
• Create repeatable field engagement models, partner enablement, sales plays, and escalation paths that make it easier for OpenAI and partner teams to work together effectively.
• Establish disciplined pipeline reviews, forecasting, business reviews, and performance reporting.
• Hire, manage, coach, and develop a high-performing regional partner sales and development team.

Requirements

• Significant experience in enterprise sales, partner sales, strategic alliances, or business development within cloud, AI, SaaS, or enterprise technology.
• A track record of owning regional or segment-level business outcomes and delivering measurable pipeline, revenue, and customer growth through partners.
• Demonstrated direct people management experience in partner sales, enterprise sales, alliances, or a related GTM function, including hiring, coaching, performance management, and team development.
• Deep familiarity with cloud providers, global systems integrators, consulting firms, or technology partner ecosystems, and an understanding of how their field organizations sell and deliver.

Preferred Qualifications

• Experience managing geographically distributed teams and aligning account or territory coverage across a region.
• Experience building or scaling a regional partner sales or co-sell business at a high-growth technology company.
• Experience aligning sales and partner delivery organizations to support enterprise implementations and sustained production adoption.
• Familiarity with AI platforms, modern cloud architectures, cloud marketplaces, and enterprise procurement models.