Director of Public Sector Partner Management, AMER

Details

About the Team

OpenAI’s GTM Partnerships team builds a strategic, global partner ecosystem designed to accelerate customer success, secure AI adoption, and drive growth in support of OpenAI’s mission toward AGI. The team collaborates closely across internal functions to ensure unified strategy and seamless execution.

About the Role

We’re hiring a Director of Public Sector Partnerships to lead our U.S. government partner strategy. This role is pivotal in shaping and scaling strategic alliances with services partners working across federal civilian, defense, intelligence, and state and local agencies. You’ll work closely with systems integrators, boutique AI firms, and channel partners to deliver secure, compliant, and mission-aligned AI solutions.

Location & Work Arrangement

This position is based in the Washington, D.C. metro area. In-office presence is Monday through Wednesday with remote flexibility Thursday and Friday. Travel is expected ~50% of the time, including quarterly visits to OpenAI’s San Francisco HQ. Note: U.S. citizenship is required due to the nature of public sector engagements.

Responsibilities

• Develop and execute a comprehensive partner strategy for the public sector, focusing on secure and compliant AI deployments.
• Establish and nurture relationships with federal systems integrators, defense contractors, and public sector agencies.
• Collaborate with partners to create joint go-to-market plans, co-marketing initiatives, and industry-specific solutions.
• Negotiate and manage partnership agreements, ensuring alignment with OpenAI's strategic objectives and compliance standards.
• Work cross-functionally with sales, marketing, product, legal, and security teams to ensure cohesive partner engagement.
• Implement performance metrics to monitor and optimize partner effectiveness.
• Stay informed on industry trends, regulatory changes, and market dynamics to maintain a competitive edge.

Requirements

• Bachelor’s degree in Business, Computer Science, or a related field; MBA or equivalent experience preferred.
• 10+ years of experience in partner management or business development, with a focus on the public sector.
• Proven track record of building and scaling partnerships that drive revenue and market penetration.
• Strong understanding of federal procurement processes, compliance requirements, and security standards.
• Exceptional communication, negotiation, and relationship-building skills.
• Ability to thrive in a fast-paced, high-growth environment.
• U.S. citizenship (required).

Compensation & Benefits

• Listed base pay: $315,000 (offers equity). Base pay may vary by location and individual factors. Total compensation may include equity and performance-related bonus(es).
• Comprehensive benefits including medical, dental, vision, HSA contributions, 401(k) with employer match, parental leave, PTO, paid company holidays, mental health support, learning & development stipend, daily meals in offices and meal credits, relocation support (where eligible), and other fringe benefits.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. The company emphasizes safety, security, and inclusive perspectives as part of its mission.

Other Notes

• Background checks will be administered in accordance with applicable law. OpenAI is an equal opportunity employer and provides reasonable accommodations to applicants with disabilities.