$162K – $240K • Offers Equity

The 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 Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid 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 employees

• 13+ 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 support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

About the Team

OpenAI’s Ecosystem and Partnerships for Industrial Compute team works across partner strategy, capacity planning, deal structuring and execution, and cross-functional coordination for the infrastructure that powers OpenAI’s research, products, and services. The team is senior, bridges internal and external partners, owns commercial relationships and context from capacity ideation through delivery, and helps OpenAI understand the compute strategy and tradeoffs it is committing to.

About the Role

To make that model scale, we need strong program managers who can bring structure, follow-through, and visibility to the work. This role helps the team run well day-to-day: managing trackers, documentation, handoffs, operating cadences, and cross-functional coordination so that work accelerates, context is preserved and shared, and leadership has a clear view of priorities, risks, and decisions.

This is a leverage role. Success is helping convert a high-context partnership environment into a durable operating model with clear intake paths, defined ownership and handoffs, strong documentation, and live visibility from early capacity discussions through contract signature to operations delivery.

Responsibilities

• Running and improving the team’s operating rhythm across intake, prioritization, execution tracking, escalations, signature readiness, and post-sign handoff.

• Building and maintaining the team’s core documentation, including pipeline and capacity views, deal trackers, decision logs, partner playbooks, project status updates, and handoff materials across top partners and top projects.

• Driving and coordinating interfaces and handoffs across Engineering, Delivery and Operations, Finance, Security, Legal, and other stakeholders so deals and initiatives are connected and aligned.

• Supporting and running special projects that improve execution quality over time, including, key terms tracking, workflow controls, partner tiering, scalable reporting infrastructure, and public-company readiness workstreams.

• Deal support, including: (i) help run large, complex deals as projects by breaking them into clear workstreams, tracking dependencies, and ensuring teams stay aligned and on track; (ii) own smaller and higher-volume deals; and (iii) coordinate RFI / RFP and diligence workflows, ensuring that inputs from technical, legal, finance, and operations stakeholders are captured and sequenced cleanly.

• Keeping a live pulse on the team’s highest-priority opportunities and risks so leadership has early visibility.

Success here looks like contributing to an operating system with:

• real-time visibility into top partners, deals, and risks;

• clean execution hygiene across contracting and cross-functional workflows;

• clear interfaces and handoffs between teams (BD, Engineering, Delivery and Ops, Security, Finance, Legal);

• operational leverage, so that the team can scale its impact without scaling linearly in headcount.

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.

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Key responsibilities include:

• Building and scaling a global ecosystem of consulting partners and System Integrators (SIs) with the right strategic, technical and service capabilities to drive customer projects in the Enterprise
• Developing and nurturing strategic alliances with key ISV’s and Hyperscalers
• Defining and communicating the long-term vision and strategy for the partner & alliance organisation
• Developing systematic, AI-centric processes to develop an end-to-end partner programme with a focus on partner identification, partner qualification, enablement/training, certification, partner success, client success and partner capability expansion
• Developing regional partner plans, with a list of target consulting partners and tech alliances based upon customer and Airtable needs, capabilities and Airtable capacity
• Collaborating with Marketing to promote customer engagements and consulting/alliance partners
• Partnering closely with Sales, Customer Success and Services on customer opportunities aligning the right partner for specific engagements
• Building and overseeing partner consultant delivery oversight, subcontracting, and collaborating with the Services team on engagement models
• Maintaining quality assurance oversight to ensure ongoing partner technical build success
• Developing and refining partner tiering structures, certification programmes, and co-selling initiatives to ensure high quality
• Leading a team of regional partner managers to ensure consistent execution of partner strategies globally
• Informing partner onboarding and enablement initiatives, in coordination with the Services enablement team, to include training, certifications, and QA

Requirements include:

• 5-10+ years leadership experience in partnerships or professional services, with an emphasis on managing services / solutions / alliance partnerships across B2B SaaS and/or AI-native platforms
• Experience managing a global partner ecosystem for companies with at least $100M ARR
• Ability to think strategically while executing operationally in a fast-paced environment
• Can navigate highly strategic and complex partnerships and drive co-selling with our internal teams with a track record of cross functional coordination and alignment
• Ability to prioritise based on both quantitative and qualitative analysis
• Ability to build and drive partner plans on an ongoing cadence to achieve business goals
• Experience fostering and implementing strategic SI partnerships within Big-5 consulting
• Systems thinker who leverages AI to develop end-to-end processes that focus on achieving optimal outcomes, versus simply adding human headcount

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances.

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You will be the operational backbone of how we bring partners in, combining structured screening and admissions with a smooth, well-orchestrated activation experience. This is a detail-oriented yet strategic role for someone who thrives on building clean processes, exercising sound judgment on partner fit, and delivering a high-quality partner experience at every stage.

Responsibilities:

• Application screening & admissions
• Own the partner application pipeline from intake to decision, ensuring timely and consistent triage of all incoming applications
• Develop and maintain evaluation criteria and scoring frameworks to assess partner fit, capability, and alignment with program goals
• Conduct qualification reviews and, where needed, introductory calls to inform admission decisions
• Maintain clear documentation of admissions policies, eligibility criteria, and decision rationale
• Track and report on application volumes, conversion rates, and pipeline health

• Partner recruitment
• Proactively identify and recruit partner prospects that align with program priorities across target segments, regions, or verticals
• Build and maintain a healthy inbound and outbound pipeline of qualified partner applicants
• Collaborate with internal stakeholders to align recruitment efforts with business goals and partner program strategy

• Partner activation & onboarding
• Facilitate structured onboarding programs that equip newly admitted partners with the tools, knowledge, and resources they need to get started
• Coordinate across Partner Enablement, Partner Success, and relevant internal teams to ensure seamless handoffs and a cohesive onboarding experience
• Monitor onboarding progress and partner engagement, identifying and resolving blockers early
• Continuously improve onboarding workflows, materials, and timelines based on partner feedback and activation data

• Operations & program infrastructure
• Design and optimize the systems and workflows that support a scalable admissions and activation process
• Maintain accurate partner records and status tracking across relevant tools and platforms
• Define SLAs and contribute to reporting on partner program health and operational efficiency

You may be a good fit if you have:

• 3–6 years of experience in partner operations, channel programs, or ecosystem management
• Strong process orientation with the ability to build and improve workflows from the ground up
• Experience with partner onboarding, qualification, or admissions processes
• High attention to detail with strong organizational and project management skills
• Clear communication skills and the ability to manage multiple stakeholders across functions
• Familiarity with CRM and partner management tools such as Salesforce, Impartner, Crossbeam, or similar

Strong candidates may also have:

• Experience in a SaaS or platform company with a structured partner ecosystem
• Exposure to partner tiering models or program design
• Background in operations, programs, or project management

The annual compensation range for this role is $170,000-$215,000 USD.

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