Business Development Lead - Cyber
Lead OpenAI's global cybersecurity partnership strategy, developing high-impact product, platform, and research partnerships across the security ecosystem. Requires 15+ years in cybersecurity partnerships or business development with deep technical fluency and cross-functional leadership.
Responsibilities
- Lead full lifecycle strategic partnerships, from partner strategy and executive alignment through product scoping, commercial negotiation, launch planning, execution, and ongoing operating reviews.
- Work closely with Product and Engineering to translate partner needs, workflows, technical constraints, and market dynamics into product and roadmap recommendations.
- Partner with Security, Policy, Legal, Privacy, and Safety teams to ensure cyber partnerships are structured with the right use-case boundaries, data handling, deployment model, controls, and risk review.
- Coordinate with GTM, channel/revenue partnerships, GSI/MSSP enablement, and cloud service provider partnership teams to turn partnerships into customer adoption, field readiness, and measurable impact.
- Build senior relationships and credibility with external executives and product leaders across the cybersecurity ecosystem.
- Bring structure to ambiguous opportunities, clear blockers across internal and external teams, and communicate decisions crisply to senior stakeholders.
Requirements
- 15+ years of experience in strategic partnerships, product partnerships, business development, or general management within the cybersecurity and technology industry.
- Deep understanding of the cybersecurity ecosystem, and key industry incentives and dynamics.
- Fluency in the compliance and regulatory environment guiding enterprise security buying behavior (e.g. SOC 2, FedRAMP, ISO 27001).
- Demonstrated success across the lifecycle of complex strategic partnerships that combine product integration, commercial terms, GTM execution, and long-term platform alignment.
- Strong technical fluency and cross-functional leadership across product, engineering, GTM, legal, policy, security, support, and operations, particularly where execution depends on influence.
- Clear communication, structured thinking, and comfort making prioritization calls in a fast-moving and ambiguous environment.
- Exceptionally high quality judgment and integrity.
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