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OpenAI's Finance and Revenue Operations organization is seeking a Strategic Deals & Commercial Architecture Lead to own the commercial infrastructure for marketplace-enabled and partner-led transactions. This senior individual-contributor role combines enterprise deal judgment, marketplace fluency, analytical rigor, and a builder mindset.
You will lead the commercial architecture and execution of complex marketplace and partner-led enterprise transactions from intake through approval, contracting, launch readiness, and operational handoff. Key responsibilities include structuring private offers, pricing, fees, incentives, commitments, revenue share, credits, renewals, and other non-standard multi-party terms. You will evaluate customer and partner value, unit economics, margin, marketplace incentives, precedent, and strategic fit to recommend approval, modification, pilot, or decline decisions.
You will trace proposed terms through the entire quote-to-cash lifecycle—contracting, approvals, booking, entitlements, provisioning, metering, invoicing, settlement, reconciliation, revenue recognition, reporting, and auditability—resolving execution gaps before signature. Partnering with Legal and Technical Revenue, you will distinguish non-negotiable risk from workable fallbacks and translate conclusions into executable terms and preventive controls.
You will establish intake requirements, approval paths, guardrails, exception handling, documentation standards, escalation criteria, launch gates, and decision ownership. You will translate commercial requirements into workflows across CRM, CPQ, CLM, billing, ERP, data, and marketplace systems, partnering with Product and Engineering on scalable capabilities.
Success is measured by enabling faster, higher-quality commercial decisions; reducing avoidable contracting, booking, and billing exceptions; and converting recurring friction into reusable policy, playbooks, SLAs, systems requirements, automation, enablement, and reporting. You will drive alignment across senior stakeholders with clear options, quantified tradeoffs, and executive-ready recommendations, while defining and tracking transaction volume, deal cycle time, exception rates, manual touches, launch readiness, and standardization opportunities.
The role is based in San Francisco with a hybrid work model of three office days per week. Relocation assistance is offered.
