# Partner Sales & Development Leader

**Company**: OpenAI
**Location**: San Francisco, California
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $335K - $420K
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q124605186

**Apply**: https://jobs.ashbyhq.com/openai/004959f2-4993-4671-be57-a9034c5427a9?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/job/partner-sales-and-development-leader-27cc6932-8b2/

## Description

## 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.

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## Skills

### Required
- enterprise sales
- partner sales
- strategic alliances
- business development
- cloud
- AI
- SaaS
- enterprise technology

### Nice to have
- managing geographically distributed teams
- building or scaling a regional partner sales or co-sell business
- aligning sales and partner delivery organizations
- AI platforms
- modern cloud architectures
- cloud marketplaces
- enterprise procurement models

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