Co-Sell Leader

About the Team

OpenAI's GTM Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, support secure AI adoption, and drive growth in support of OpenAI's mission toward AGI. We collaborate closely across Sales, Solutions Engineering, Customer Success, Product, Marketing, Operations, and partner organizations to turn strategic partnerships into durable commercial outcomes.

Our most strategic partners—including cloud providers, global systems integrators, technology partners, and consulting firms—play a critical role in helping customers adopt and operationalize OpenAI's products at enterprise scale. Success requires more than executive relationships. It requires disciplined field execution, joint account planning, coordinated sales motions, and strong delivery alignment that turns partnerships into measurable customer outcomes.

About the Role

We are hiring a North America Co-Sell Leader to build and lead OpenAI's regional co-sell organization across the Americas.

This is a highly strategic, revenue-carrying leadership role responsible for driving joint go-to-market execution between OpenAI's field organization and our most strategic partners. You will lead a team focused on developing repeatable co-sell motions, driving large-scale account mapping, accelerating joint pipeline, and ensuring partner-led customer opportunities progress successfully from opportunity identification through deployment.

Beyond driving pipeline and bookings, this leader will work closely with OpenAI Sales, Customer Success, Solutions Engineering, and partner delivery organizations to ensure AI workloads are not only sold, but successfully implemented and scaled in production. Success requires aligning commercial and delivery teams across both OpenAI and our partners to deliver exceptional customer outcomes.

In This Role, You Will

• Lead and develop a high-performing North America Co-Sell team responsible for executing OpenAI's regional partner go-to-market strategy.

• Own a regional revenue target tied to partner-attached pipeline, bookings, and customer adoption across strategic partners.

• Build scalable co-sell and co-deployment motions with strategic cloud providers, global systems integrators, consulting firms, and technology partners.

• Drive comprehensive account mapping across OpenAI and key partners to identify whitespace, prioritize joint opportunities, and accelerate pipeline growth.

• Partner closely with Sales leadership to embed partners into territory planning, account strategy, and opportunity execution.

• Work with OpenAI and partner delivery teams to ensure customer AI workloads are successfully sold, deployed, and expanded in production.

• Build strong operating rhythms across Sales, Partnerships, Customer Success, Solutions Engineering, and partner organizations to accelerate customer outcomes.

• Lead executive business reviews with strategic partners to assess revenue performance, pipeline health, delivery readiness, and joint business priorities.

• Define regional operating metrics, forecasting, dashboards, and inspection mechanisms to drive execution and accountability.

• Continuously improve partner engagement models, co-sell processes, and operational excellence to increase scale and efficiency.

• Influence executive stakeholders across OpenAI and partner organizations to remove obstacles and accelerate customer success.

• Coach and develop a high-performing team while fostering a culture of accountability, collaboration, and customer obsession.

You Might Thrive in This Role If You Have

• 12+ years of experience in enterprise sales, cloud alliances, partnerships, or partner sales leadership.

• Experience leading regional or global co-sell organizations with direct people management responsibility.

• Demonstrated success owning meaningful revenue targets and delivering measurable business growth.

• Deep experience working with cloud providers, global systems integrators, consulting firms, or enterprise technology partners.

• Strong understanding of enterprise sales motions, account planning, pipeline management, and partner ecosystems.

• Experience building structured account mapping programs that generate measurable pipeline and revenue outcomes.

• Proven ability to influence executive stakeholders across multiple organizations while driving alignment through complex matrixed environments.

• Strong operational rigor with experience developing forecasting models, business reviews, KPIs, and execution cadences.

• Exceptional leadership, coaching, and organizational development skills.

• A collaborative, customer-first mindset with the ability to navigate ambiguity and drive execution at scale.

Preferred Qualifications

• Experience leading strategic partnerships for cloud, AI, SaaS, or enterprise infrastructure companies.

• Experience working closely with delivery organizations to ensure successful customer implementations and long-term adoption.

• Familiarity with AI platforms, enterprise software ecosystems, and modern cloud architectures.

• Experience managing cross-functional organizations responsible for both commercial execution and operational excellence.

Why This Role Matters

As OpenAI's partner ecosystem continues to grow, customer success increasingly depends on coordinated execution across sales, partnerships, and delivery. This role will define how OpenAI and its strategic partners jointly create pipeline, win enterprise opportunities, and ensure AI workloads are successfully deployed and expanded in production.

You will build the operating model that connects partnership strategy, commercial execution, and partner delivery—helping customers move from initial AI adoption to durable, production-scale impact while driving measurable revenue growth across North America.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. 

We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic.

For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement.

Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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