Marketplace Lead

About the RoleWe are a small, fast-moving partnerships team that shapes and executes OpenAI’s most important collaborations. Your mission is to build the product, operating systems, and capabilities that will power OpenAI’s B2B marketplace. You will define the marketplace product strategy and translate it into a clear roadmap, scalable tooling, and an operating model through which customers can discover, evaluate, purchase, deploy, and manage trusted third-party solutions built on and with OpenAI’s models.You are a senior marketplace builder with strong product judgment, operational rigor, and a track record of developing B2B platforms at scale. You are comfortable moving between product strategy, marketplace operations, commercial models, data, and systems design. You can turn ambiguous customer and partner needs into clear priorities and build the infrastructure required to support a trusted, high-quality marketplace.Key Responsibilities:Define the vision, strategy, roadmap, and success metrics for OpenAI’s B2B marketplace.Translate customer, partner, and business needs into clear product requirements and priorities in close partnership with product and engineering.Design the end-to-end marketplace experience and operating architecture, including partner onboarding, catalog management, discovery, evaluation, procurement, private offers, billing, deployment, identity, governance, and lifecycle management.Build the internal and external tools required to operate the marketplace efficiently, including workflows for solution intake, review, approval, publishing, monitoring, reporting, and issue resolution.Establish the data foundation and measurement systems needed to understand marketplace adoption, conversion, solution quality, customer trust, and overall marketplace health.Design scalable commercial models, policies, incentives, and partner economics with finance, legal, security, policy, and operations.Establish standards and operating processes for solution quality, safety, compliance, performance, and lifecycle management.Partner with ecosystem, sales, marketing, and customer success teams to ensure marketplace capabilities support partner participation and customer adoption.Build and lead the marketplace team and operating cadence, aligning cross-functional owners around clear priorities, decisions, and outcomes.Qualifications:10-15 years of experience in marketplaces, platforms, product, strategy, operations, ecosystems, or general management.Proven experience building and scaling the product and operational foundation of a B2B marketplace or platform.Strong product judgment, including the ability to translate customer and partner needs into prioritized requirements, workflows, and roadmaps.Deep understanding of B2B marketplace infrastructure, including catalog management, procurement, billing, identity, governance, compliance, and reporting.Experience building marketplace tooling, operational systems, and measurement frameworks that improve quality, efficiency, and scale.Strong commercial judgment and an understanding of how marketplace economics, policies, and incentives shape ecosystem health.Demonstrated ability to work across product, engineering, finance, legal, security, policy, sales, marketing, and operations.Outstanding executive communication and relationship-building skills.Experience building teams and operating models in a complex, fast-moving technology company.About OpenAIOpenAI 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.To notify OpenAI that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this link.OpenAI Global Applicant Privacy PolicyAt OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.Compensation Range: $333K - $445KLocationNew York City; San FranciscoEmployment TypeFull timeLocation TypeHybridDepartmentPartnershipsCompensation$333K – $445K • Offers EquityThe base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings AccountsPre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)401(k) retirement plan with employer matchPaid 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 employees13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)Mental health and wellness supportEmployer-paid basic life and disability coverageAnnual learning and development stipend to fuel your professional growthDaily meals in our offices, and meal delivery credits as eligibleRelocation support for eligible employeesAdditional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.More details about our benefits are available to candidates during the hiring process.This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.