Business Development Lead - Cyber

About the Role

As a key member of the team, the Business Development Lead - Cyber will work closely with internal stakeholders, including Product, Engineering, GTM, Legal, Safety, and Policy teams. This cross-functional role requires strong technical fluency, leadership skills, and the ability to communicate complex ideas effectively.

The cybersecurity ecosystem is rapidly evolving, with new threats and technologies emerging daily. The Business Development Lead - Cyber will need to stay up-to-date with the latest developments and trends, leveraging this knowledge to inform partnership strategies and drive business growth.

What You Will Do

• Lead full lifecycle strategic partnerships, from partner strategy and executive alignment through product scoping, commercial negotiation, launch planning, execution, and ongoing operating reviews
• Work closely with Product and Engineering to translate partner needs, workflows, technical constraints, and market dynamics into product and roadmap recommendations
• Partner with Security, Policy, Legal, Privacy, and Safety teams to ensure cyber partnerships are structured with the right use-case boundaries, data handling, deployment model, controls, and risk review
• Coordinate with GTM, channel/revenue partnerships, GSI/MSSP enablement, and cloud service provider partnership teams to turn partnerships into customer adoption, field readiness, and measurable impact
• Build senior relationships and credibility with external executives and product leaders across the cybersecurity ecosystem
• Bring structure to ambiguous opportunities, clear blockers across internal and external teams, and communicate decisions crisply to senior stakeholders
• Develop and maintain a deep understanding of the cybersecurity ecosystem, including key players, trends, and technologies
• Identify and prioritize strategic partnership opportunities, aligning with Openai's business goals and objectives
• Collaborate with internal stakeholders to develop and execute partnership plans, ensuring alignment and cohesion across teams
• Develop and maintain strong relationships with external partners, fostering trust and driving mutual growth

What We Are Looking For

• 15+ years of experience in strategic partnerships, product partnerships, business development, or general management within the cybersecurity and technology industry
• Deep understanding of the cybersecurity ecosystem, including key industry incentives and dynamics
• Fluency in the compliance and regulatory environment guiding enterprise security buying behavior (e.g., SOC 2, FedRAMP, ISO 27001)
• Demonstrated success across the lifecycle of complex strategic partnerships that combine product integration, commercial terms, GTM execution, and long-term platform alignment
• Strong technical fluency and cross-functional leadership across product, engineering, GTM, legal, policy, security, support, and operations
• Clear communication, structured thinking, and comfort making prioritization calls in a fast-moving and ambiguous environment
• Exceptionally high quality judgment and integrity
• Experience working with leading security platforms, software supply chain companies, red-teaming and AI security companies
• Strong network and relationships within the cybersecurity ecosystem

Nice to Have

• Experience with AI-powered cybersecurity solutions and technologies
• Familiarity with cloud-based security platforms and deployment models
• Knowledge of emerging trends and technologies in the cybersecurity space, such as quantum computing and post-quantum cryptography
• Experience working with startups and scale-ups in the cybersecurity industry
• Certification in cybersecurity or related field (e.g., CISSP, CISM)

Benefits and Perks

• Competitive compensation package
• Equity and stock options
• Comprehensive health and wellness benefits
• Flexible working hours and remote work options
• Professional development and training opportunities
• Access to cutting-edge technologies and tools
• Collaborative and dynamic work environment
• Recognition and reward for outstanding performance
• Opportunity to work with a talented and diverse team
• Chance to contribute to the development of safe and beneficial AI solutions

• Develop a deep understanding of the cybersecurity ecosystem and stay up-to-date with the latest trends and technologies.
• Build a strong network of relationships within the industry, including key players and partners.
• Create a portfolio of successful partnerships and collaborations, highlighting your ability to drive growth and revenue.
• Prepare to discuss your experience with compliance and regulatory environments, such as SOC 2 and FedRAMP.
• Research Openai's products and services, and be prepared to discuss how you can contribute to the company's mission and goals.
• Practice your communication and presentation skills, as you will be working closely with internal and external stakeholders.
• Be prepared to discuss your approach to strategic partnerships, including how you identify opportunities and drive growth.