ISV Partnerships Lead

Responsibilities

• Define OpenAI’s ISV partnership strategy, priorities, segmentation, and business goals.
• Recruit and manage a portfolio of high-impact software partners across horizontal and vertical applications.
• Structure and negotiate partnerships spanning product integration, model adoption, commercial terms, distribution, and joint go-to-market.
• Develop joint business plans and executive governance with strategic partners.
• Help partners move from initial build to launch, customer adoption, expansion, and scaled consumption.
• Create repeatable co-build, co-sell, co-market, and marketplace motions.
• Serve as the voice of ISVs internally, shaping product requirements, developer experience, economics, and partner programs.
• Track partner pipeline, launches, adoption, consumption, customer impact, and ecosystem growth.
• Establish the team structure and operating model needed to scale the ISV business.

Requirements

• 12+ years of experience in technology partnerships, business development, platform ecosystems, or enterprise software.
• Proven experience leading strategic ISV relationships and negotiating complex product and commercial partnerships.
• Strong understanding of AI platforms, SaaS business models, cloud marketplaces, and enterprise go-to-market.
• Demonstrated ability to manage a portfolio while personally driving the highest-impact partnerships.
• Credibility with partner executives and with product, engineering, sales, finance, legal, and marketing teams.
• Strong strategic and commercial judgment, technical fluency, and comfort operating through ambiguity.
• Outstanding communication, executive presence, and cross-functional leadership in a fast-moving technology company.