OpenAI

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Partnerships Operations Lead, OAI for Government

Hybrid

Part remote, part office, you need to live within commuting distance of a named location.

Hybrid · Washington, DC

Employer listed it 7 weeks ago · Added 2 weeks ago

Been open since 7 weeks ago. Long-running listings are sometimes left up after the role is filled.

Salary

$221k to $266k per year

Location

Hybrid · Washington, DC

Timezone

Not stated

Contract

Full-time

Experience

Lead

What the advert says

Quoted word for word from the employer's advert. Where it says nothing, we say so.

Working hours: Not mentioned in the advert
Where you can work from: 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…
Contract: Not mentioned in the advert
Experience asked for: 7+ years of experience in operations, Revenue Operations, Sales Operations, Deal Desk, go-to-market business operations, or complex program management.
Pay: Not mentioned in the advert

Remote flexibility

Hybrid

This role is only partly remote, the employer expects time in the office around Washington, DC, Hybrid, so you need to live within commuting distance.

What the employer says

Source listing states candidate location: "Washington, DC, Hybrid"
Listing mentions "Hybrid"

What Nomaders makes of it

Not suitable if you plan to move between countries

The quotes above are the employer's own words; the reading is ours. Always check the original listing and employment terms before working from another country.

Before you apply

Experience: employer states

Written as a requirement

“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.”

Questions worth asking: Nomaders interpretation

This role involves office time, but the advert does not say how often. Ask how many days a week are expected on site.
The advert does not say whether this is employment or a contractor arrangement. Ask, as it affects tax and benefits.

Produced automatically from this advert's text; not reviewed by a person. The employer's own page is the final word.

About the role

About the team OpenAI’s mission is to ensure that artificial general intelligence benefits all of humanity. OpenAI for Government helps public-sector institutions use advanced AI responsibly to improve services and advance critical missions. The Partnerships team builds the external ecosystem and internal operating mechanisms required to deliver that work at scale.

Role Summary

We are seeking a Partnerships Operations Lead to build and run the operating foundation for OpenAI for Government’s Partnerships team.

This person will serve as the operational connective tissue across the partner team, working closely with Account Directors, Solutions Architects, Revenue Operations, Deal Desk, and other cross-functional stakeholders to move opportunities from initial engagement through agreement and execution.

They will help ensure a smooth handoff to Technical Success across accounts by establishing clear readiness criteria, capturing the right commercial and customer context, and aligning teams on partner roles, commitments, dependencies, and success outcomes.

The ideal candidate is a true utility player who combines the relationship instincts of a growth oriented builder with the rigor of an exceptional business operator. They thrive in ambiguity, create processes that do not yet exist, and move fluidly between deal execution, workflow design, analysis, and cross-functional coordination.

Key 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.

Requirements

·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.

Benefits

No benefits package published with this listing. Ask about it at first interview.

How to apply

1Check the flexibility label above, hybrid, matches where you plan to live and work.
2Tailor your CV to the role at OpenAI, mentioning your remote working experience.
3Apply directly on the employer's careers page using the button below. Nomaders never handles your application.

Found 17d ago. Last checked today. Always confirm the details on the original posting, salary and location can change after publication.

Listing sourced from Company boards.

$221k to $266k per year · You'll be taken to the employer's careers page.