Deal Desk Sr. Lead

About the Team

OpenAI Finance ensures the company is commercially structured to support rapid growth while protecting long-term financial integrity. Within Finance the Deal Desk function serves as the commercial backbone of enterprise salespartnering across Sales Legal Revenue Operations and Finance to enable high-quality compliant and scalable deal execution.

The Deal Desk team owns the commercial governance of customer transactions. We provide expert guidance on deal structure pricing discounting and contractual economics while ensuring alignment with revenue recognition policy legal and risk standards. Acting as a strategic partner to Sales we help maximize deal quality speed and predictability while maintaining operational discipline at scale.

This team continuously improves how the company sellsdriving standardization strengthening controls and building systems and workflows that allow OpenAI to grow efficiently across products customer segments and geographies.

About the Role

We are hiring a Deal Desk Senior Lead to build and scale a high-impact commercial execution function. This role will serve as a senior commercial deal leader responsible for establishing best-in-class deal governance enabling sales velocity and ensuring that complex high-value transactions are executed with speed accuracy and financial rigor.

This leader will oversee end-to-end Deal Desk operations including deal structuring approvals contracting workflows enabling GTM initiatives and quote-to-cash alignment . You will partner closely with Sales Revenue Operations Billing Legal and Finance to create a globally consistent highly scalable operating model for how OpenAI transacts with customers.

This is a highly visible role that sits at the intersection of revenue growth financial controls and customer experience.

In this role you will:

• Serve as a trusted commercial advisor to Sales and cross-functional partners on complex high-value deals ensuring alignment with pricing strategy revenue recognition and company policies.

• Lead the governance of deal structure discounting non-standard terms and approvals to balance growth risk and profitability.

• Enable sales teams to move faster by providing clear frameworks guidance and escalation paths for deal strategy and execution.

• Design and scale Deal Desk processes tools and operating rhythms that support high-volume high-complexity enterprise selling.

• Ensure tight integration across quote-to-cash including CPQ contracting billing and revenue workflows.

• Drive continuous improvement through data automation and standardization while maintaining flexibility for strategic deals.

You might thrive in this role if you have:

• 6 years of experience in Enterprise SaaS Cloud Ads or B2B environments across Deal Desk Sales Operations Finance Operations or Order-to-Cash.

• Deep expertise in structuring and executing complex multi-product multi-term or global enterprise transactions.

• Strong understanding of quote-to-cash revenue recognition and commercial risk management.

• Experience operating within enterprise systems such as Salesforce CPQ NetSuite Stripe Ironclad or similar platforms.

• Exceptional communication and stakeholder management skills with the ability to influence senior Sales Finance and Legal leaders.

• Accounting audit or finance background is appreciated.

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.

We are an equal opportunity employer and we do not discriminate on the basis of race religion color national origin sex sexual orientation age veteran status disability genetic information or other applicable legally protected characteristic.

For additional information please see OpenAIs Affirmative Action and Equal Employment Opportunity Policy Statement.

Background checks for applicants will be administered in accordance with applicable law and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws including the San Francisco Fair Chance Ordinance the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct adverse and negative relationship with the following job duties potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary confidential and non-public addition job duties require access to secure and protected information technology systems and related data security obligations.

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Required Experience:

Senior IC