Head of Marketplace

Job description

About the Team We are a small and fast-moving partnerships team that shapes and executes OpenAI’s most important collaborations. Your mission is to define and lead the strategy, roadmap, operating model, and growth of OpenAI’s B2B marketplace. You will build the scalable foundation through which customers discover, evaluate, adopt, and manage trusted third-party solutions built on and with OpenAI’s models. About the Role You are a senior marketplace and ecosystem leader with strong judgment, high ownership, and a track record of building scaled B2B platforms. You are comfortable moving between product design, commercial strategy, ecosystem development, and operations, and you can create clarity where there is no playbook. You bring the credibility to align senior internal and external stakeholders while moving quickly and executing at a high bar. Key Responsibilities - Define the vision, strategy, roadmap, and success metrics for OpenAI’s marketplace. - Own marketplace business performance across partner supply, customer demand, adoption, transaction volume, partner success, solution quality, and customer trust. - Partner closely with product and engineering to shape discovery, listing, evaluation, procurement, billing, deployment, identity, governance, security, and measurement capabilities. - Build a high-quality ecosystem of ISVs, developers, service providers, and other third-party solution partners. - Design marketplace commercial models, policies, incentives, and partner economics with finance, legal, security, policy, and operations. - Create scalable go-to-market motions across sales, co-sell, private offers, marketing, and customer success. - Establish standards for solution quality, safety, compliance, performance, and lifecycle management. - Build and lead the marketplace team and operating cadence, aligning cross-functional owners against clear priorities and outcomes. Qualifications - 15+ years of experience in marketplaces, platforms, ecosystems, product, partnerships, or general management. - Proven experience owning a scaled B2B marketplace or platform business with measurable commercial and customer outcomes. - Deep understanding of both sides of marketplace development: partner supply and customer demand. - Strong product and commercial judgment, with the ability to make principled tradeoffs across growth, quality, trust, and ecosystem health. - Demonstrated ability to build alignment across product, engineering, sales, marketing, finance, legal, security, policy, and operations. - Outstanding executive communication and relationship-building skills across internal leaders, customers, and partners. - Experience building teams and operating models in a complex, fast-moving technology company. 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 https://cdn.openai.com/policies/eeo-policy-statement.pdf. 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. 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