OpenAI's mission is to ensure that artificial general intelligence benefits all of humanity.
OpenAI for Government helps public-sector institutions use advanced AI responsibly.
The Partnerships team builds the external ecosystem and internal operating mechanisms required to deliver that work at scale.
Role Summary
Seeking a Partnerships Operations Lead to build and run the operating foundation for OpenAI for Government's Partnerships team.
Serve as the operational connective tissue across the partner team, working closely with Account Directors, Solutions Architects, Revenue Operations, Deal Desk, and other cross-functional stakeholders.
Help ensure a smooth handoff to Technical Success across accounts by establishing clear readiness criteria.
Ideal candidate combines relationship instincts of a growth oriented builder with the rigor of an exceptional business operator.
Key Responsibilities
Own the end-to-end operating cadence for partner-sourced and partner-influenced opportunities.
Build and continuously improve operating processes, standard procedures, stage gates, decision rights, and service expectations.
Operationalize new and existing government partner motions—including cloud providers, resellers, and sell-through models.
Coordinate deal execution across Account Directors, Revenue Operations, Deal Desk, Legal, Finance, Security and Compliance, Product, Technical Success, and partner teams.
Establish a consistent handoff from commercial teams to Technical Success.
Unblock complex deals by surfacing issues early, driving approvals and escalations.
Maintain the operational source of truth for contract milestones, partner launches, handoff readiness, dependencies, and risks.
Own the government-partner operating cadences for deal execution, launch tracking, and business reviews.
Identify and implement workflow, tooling, and automation improvements.
Qualifications
7+ years of experience in operations, Revenue Operations, Sales Operations, Deal Desk, go-to-market business operations, or complex program management.
A track record of building operating processes and cross-functional workflows from the ground up.
Experience supporting the end-to-end deal lifecycle in enterprise technology, public sector, or another complex and regulated environment.
Exceptional program-management skills.
Strong systems and data orientation, including experience with CRM, reporting, workflow, and collaboration tools.
Ability to move between detailed execution and systems-level problem solving.
Excellent written and verbal communication, sound judgment, and ability to influence cross-functional teams.
Nice to Have
Experience operating partner, alliance, channel, or co-sell programs in enterprise technology, cloud, or AI.
Familiarity with public-sector procurement, government contracting, and customer implementation or Technical Success handoffs.