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OpenAI is seeking a senior commercial leader to establish and scale Deal Strategy across EMEA. This is a hands-on builder role that begins as a high-impact individual contributor with potential to lead a broader regional team over time.
You will serve as the embedded strategic partner to EMEA account teams, focusing on high-value, complex, and first-of-kind deals. You will personally lead deal strategy, structuring, value narratives, negotiations, and business cases from initial engagement through contractual closure. Working directly with sellers and cross-functional partners, you will translate sophisticated AI products and commercial structures into clear, compelling customer narratives.
Key responsibilities include partnering directly with account teams on complex opportunities; developing deal strategies that align customer priorities, commercial considerations, competitive positioning, and OpenAI's business objectives; creating executive- and CFO-ready proposals, ROI analyses, and business cases; supporting critical customer and executive conversations; building practical ROI frameworks, proposal templates, and value narratives for field teams; contributing to scalable deal-support mechanisms like negotiation playbooks and deal clinics; and partnering with Pricing, Deal Desk, Finance, Product, Legal, and Revenue Operations.
You will turn lessons from strategic deals into reusable resources, apply AI to improve deal workflows and scalability, and identify recurring themes that inform future commercial approaches and products.
Ideal candidates have 8+ years of progressively responsible experience in deal strategy, strategic sales, strategic pricing, or commercial strategy, ideally with regional or multi-market scope. You should have a track record of personally developing deal strategies and proposals that advanced commercial outcomes. Strong communication and storytelling skills are essential, along with financial and analytical rigor. You excel at leading through influence across multiple functions, bringing structure to ambiguous situations, and taking a hands-on approach. Demonstrated leadership potential and familiarity with using AI to improve workflows are valued.
