# ISV Partnerships Lead

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA
**Role:** Partnerships
**Salary:** $333k – $445k/yr
**Experience:** 12+ years
**Skills:** ai platforms, SaaS, cloud marketplaces, Enterprise Software, technology partnerships, Business Development, product integration, go-to-market, commercial negotiations, executive governance
**Posted:** 2026-08-13

> Leads OpenAI’s independent software vendor partnership strategy, portfolio, negotiations, and scalable co-build, co-sell, and co-market motions. Requires 12+ years in technology partnerships, business development, platform ecosystems, or enterprise software, plus strong commercial judgment and technical fluency.

## Job Description

## 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.

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