← All roles

Partnerships Operations Lead, OAI for Government

OpenAI· OpenAI for Gov
Apply on company site
Hybrid (Washington, DC)Full-timePosted 1mo ago

About the role

Role to build and run the operating foundation for OpenAI for Government’s Partnerships team, coordinating across cross-functional teams to move government partner opportunities from intake to execution and handoff to Technical Success.

Responsibilities

  • Own the end-to-end operating cadence for partner-sourced and partner-influenced opportunities, from intake and qualification through approvals, contracting, launch, and expansion.
  • Build and continuously improve operating processes, standard procedures, stage gates, decision rights, and service expectations that make partner execution faster and more predictable.
  • Operationalize new and existing government partner motions—including cloud providers, resellers, and sell-through models—by translating requirements that differ from standard commercial motions into clear workflows, enablement, decision rights, and cross-functional handoffs.
  • Coordinate deal execution across Account Directors, Revenue Operations, Deal Desk, Legal, Finance, Security and Compliance, Product, Technical Success, and partner teams, ensuring every action has a clear owner and timeline.
  • Establish a consistent handoff from commercial teams to Technical Success by standardizing readiness criteria, account context, use cases, partner responsibilities, commitments, dependencies, and success plans.
  • Unblock complex deals by surfacing issues early, driving approvals and escalations, managing exceptions, and closing gaps between functions.
  • Maintain the operational source of truth for contract milestones, partner launches, handoff readiness, dependencies, and risks, with a high bar for process and data quality; coordinate with Revenue Operations to ensure partner context is reflected in pipeline and CRM data.
  • Own the government-partner operating cadences for deal execution, launch tracking, and business reviews; coordinate with Revenue Operations on pipeline and forecasting inputs and turn the resulting data into concise insights and actions.
  • Identify and implement workflow, tooling, and automation improvements that reduce cycle time, eliminate recurring friction, and enable the partner team to scale.

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 in a fast-moving organization.
  • Experience supporting the end-to-end deal lifecycle in enterprise technology, public sector, or another complex and regulated environment.
  • Exceptional program-management skills, with the ability to coordinate multiple high-priority workstreams, stakeholders, decisions, and deadlines.
  • 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 without losing speed, accuracy, or accountability.
  • Excellent written and verbal communication, sound judgment, and the ability to influence cross-functional teams without relying on formal authority.

Benefits

  • Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
  • Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
  • 401(k) retirement plan with employer match
  • Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
  • Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
  • 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time
  • Mental health and wellness support
  • Employer-paid basic life and disability coverage
  • Annual learning and development stipend to fuel your professional growth
  • Daily meals in our offices, and meal delivery credits as eligible
  • Relocation support for eligible employees
  • Additional taxable fringe benefits, such as charitable donation matching and wellness stipends
Last updated Sep 17, 2026. Interested? Apply on the company site.

About OpenAI

ai-infrastructure-and-developmentliquid-ai-recruiting-targetllmsetter-30setter-30-2026-q1speech-to-texttext-to-speechvoice-ai-stack
Company profileWebsite

More open roles at OpenAI