Head of Business Development, LATAM
关于角色 业务发展负责人，LATAM 将领导 OpenAI 的区域 BD 战略和执行。你将作为整个业务开发组织中地区领导者的单线接口点，确定优先事项并协调必要团队来实现这些任务。范围包括增长 （消费者和 SMB）,插件和 MCP,搜索，商业，B2B 市场以及广告/货币化合作伙伴关系。你将确定优先事宜，创建和引领交易，管理关键合作伙伴关系，与全球项目主人在这些领域的交易和倡议上工作。这是一个位于圣保罗的高级实践职位。作为第一位专注的 LATAM BD 雇员，你将亲自领导复杂交易，与产品，工程，财务和 GTM/销售密切合作，并随着资源的可用性建立团队。成功需要伟大的判断力，产品导向以及从谈判到推出和持续执行的一致执行。关键责任：- 拥有 LATAM BD 计划。与地区和国家领导层达成优先事项，确定哪些伙伴关系可以实质上改善结果，并在市场和方案中分配努力。- 代表该地区的整个 BD 组织。与全球功能和计划领导者协调，为每一个机会建立明确的所有权，解决依赖性和决策。- 领导战略伙伴关系和方案：采购，结构化，谈判，内部批准，推出和扩张。- 在分布式市场，产品集成，企业生态系统和市场上发展消费者和商业增长合作伙伴关系。与运营商，金融机构，支付提供商以及技术平台合作。- 建立区域平台和代理伙伴关系。与本地服务和全球产品团队合作，开发应用程序，插件，源和其他集成，扩大用户可以使用 OpenAI 产品的功能。- 与全球 BD 领导者合作，为区域机会提供明确协议，对战略价值，产品准备性和责任做出了明确一致同意。- 与产品，工程，数据科学，营销，金融，法律，政策和 GTM 制定成功措施和交付计划。随时关注采用，保留使用，收入和伙伴经济；解决启动阻碍者并调整低性能的合作伙伴关系。- 建立高级合作伙伴关系和区域 BD 覆盖范围。保持专注的管道，沟通。
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About the Role
The Head of Business Development, LATAM will lead OpenAI’s regional BD strategy and execution. You will serve as the single-threaded point of contact for regional leadership across the full Business Development organization, setting priorities and coordinating the teams needed to deliver them.
The scope includes growth (consumer and SMB), plugins and MCP, search, commerce, B2B marketplaces, and ads/monetization partnerships. You will identify priorities, originate and lead deals, manage key partner relationships, and work with global program owners on deals and initiatives across these areas.
This is a senior, hands-on role based in São Paulo. As the first dedicated LATAM BD hire, you will personally lead complex deals, work closely with Product, Engineering, Finance and GTM/Sales, and build the team as resources become available. Success requires great judgment, product orientation, and consistent execution from negotiation through launch and ongoing performance.
Key Responsibilities:
- Own the LATAM BD plan. Agree on priorities with regional and country leadership, identify where partnerships can materially improve outcomes, and allocate effort across markets and programs.
- Represent the full BD organization in the region. Coordinate with global functional and program leaders, establish clear ownership for each opportunity, and resolve dependencies and decisions.
- Lead strategic partnerships and programs end to end: sourcing, structuring, negotiation, internal approval, launch, and expansion.
- Develop consumer and business growth partnerships across distribution, product integrations, enterprise ecosystems, and marketplaces. Work with carriers, financial institutions, payments providers, and technology platforms.
- Build regional platform and agent partnerships. Work with local services and global product teams on apps, plugins, feeds, and other integrations that expand what users can do with OpenAI products.
- Partner with global BD leaders on regional opportunities and clear agreement on strategic value, product readiness, and responsibilities.
- Set success measures and delivery plans with Product, Engineering, Data Science, Marketing, Finance, Legal, Policy, and GTM. Track adoption, retained usage, revenue, and partner economics as appropriate; address launch blockers and adjust underperforming partnerships.
- Build senior partner relationships and regional BD coverage. Maintain a focused pipeline, communicate progress and tradeoffs clearly, and hire and develop a small team as headcount becomes available.
Qualifications:
- 15+ years in business development, product partnerships, product management, engineering or related roles in technology industry.
- Deep operating experience in LATAM, and an understanding of commercial, cultural, competitive, and regulatory differences across markets.
- Experience in a startup or high-growth technology environment, setting priorities and delivering with limited initial resources.
- Strong product judgment and technical fluency, including experience working with Product and Engineering on integration scope, feasibility, and roadmap tradeoffs.
- Strong negotiation and commercial judgment, with experience structuring incentives, assessing economics, and declining deals that do not meet strategic or financial requirements.
- Credibility with senior executives and the ability to lead across functions, countries, and time zones without relying on direct reporting authority.
- Strong analytical and communication skills: clear business cases, explicit tradeoffs, concise writing, and disciplined measurement of partnership performance.
- A collaborative, low-ego working style, with personal accountability, adaptability, and reliable follow-through.
- Fluent in English, Portuguese and Spanish.
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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