Partner Director, GTM Cloud Partnerships

The Partner Director, GTM Cloud Partnerships will shape and execute OpenAI's go-to-market strategy with strategic cloud partners. This is a highly strategic and hands-on role that requires executive presence, strong commercial judgment, cloud ecosystem expertise, and operating discipline to coordinate complex initiatives across multiple partners, regions, and internal teams.

What You Will Do

The ideal candidate will own senior relationships across a portfolio of cloud providers, develop joint business plans, and translate complex global agreements into practical field motions. They will also build scalable co-sell motions, create pathways for customers to purchase and deploy OpenAI solutions, and establish operating cadences for priority partnerships.

Why It Might Be a Fit

The ideal candidate will have 10+ years of experience in cloud partnerships, strategic alliances, ecosystem sales, business development, or enterprise sales within cloud, SaaS, AI, or platform businesses. They will also have a demonstrated track record of producing measurable pipeline, revenue, customer adoption, or marketplace outcomes through strategic partnerships.

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
• Experience translating complex global agreements into practical field motions, operating plans, and repeatable customer engagement models
• Strong familiarity with cloud marketplaces, co-sell programs, committed-spend models, partner attribution, and cloud-based enterprise procurement
• Experience supporting complex enterprise opportunities involving AI transformation, cloud modernization, data platforms, or large-scale technical deployments
• The ability to build trusted relationships with senior executives while remaining close to the operational details that determine whether a partnership succeeds
• Strong commercial judgment and the ability to prioritize investments across partners, regions, use cases, and customer segments
• Technical fluency sufficient to engage credibly with cloud architects, product leaders, engineering teams, and technical decision-makers
• Excellent program-management skills and experience coordinating multiple high-priority workstreams across highly matrixed organizations
• The ability to influence without formal authority, manage escalations constructively, and create urgency across internal and external teams
• Experience operating in an early-stage or high-growth environment where strategies, processes, and playbooks are still being built
• Excellent written, verbal, negotiation, and executive-presentation skills

Benefits

• Competitive salary
• Equity
• Healthcare
• PTO
• Retirement plan
• Learning budget
• Parental leave
• Wellness program
• Visa/relocation assistance
• Remote flexibility
• Stipends
• Bonus/commission
• Paid holidays