Strategic Deals & Commercial Architecture Lead — Marketplaces & Partnership at OpenAI · LumiJobs

Responsibilities

We are hiring a Strategic Deals & Commercial Architecture Lead — Marketplaces & Partnerships to own the commercial architecture, execution, and governance layer for marketplace-enabled and partner-led transactions.
This senior individual-contributor role is for someone who combines enterprise deal judgment, marketplace fluency, analytical rigor, and a builder mindset. You will take shaped opportunities from intake through approval and launch readiness, translating first-of-kind structures into clear economics, executable terms, quote-to-cash requirements, controls, and operating mechanisms.
Success is measured both by the decisions and deals you enable and by the durable policies, systems, and controls you leave behind.
This role is based in San Francisco, CA. We use a hybrid work model of three office days per week and offer relocation assistance.
Lead the commercial architecture and execution of complex marketplace-enabled and partner-led enterprise transactions from intake through approval, contracting, launch readiness, and operational handoff.
Structure private offers, pricing, fees, incentives, commitments, revenue share, credits, renewals, amendments, and other non-standard or multi-party terms.
Evaluate customer and partner value, unit economics, margin, marketplace incentives, precedent, strategic fit, and downstream operability; recommend whether to approve, modify, pilot, or decline.
Trace proposed terms through contracting, approvals, booking, entitlements, provisioning, metering, invoicing, settlement or payout, reconciliation, revenue recognition, reporting, and auditability; resolve execution gaps before signature.
Partner with Legal and Technical Revenue to distinguish non-negotiable risk from workable fallbacks and translate conclusions into executable terms, approvals, and preventive controls.
Establish intake requirements, approval paths, guardrails, exception handling, documentation standards, escalation criteria, launch gates, and decision ownership.
Translate commercial requirements into workflows across CRM, CPQ, CLM, billing, ERP, data, and marketplace systems; partner with Product and Engineering on scalable capabilities.
Drive alignment across senior stakeholders with clear options, quantified tradeoffs, and executive-ready recommendations.

Strategic Deals & Commercial Architecture Lead — Marketplaces & Partnership

Responsibilities

Qualification

Preferred

Benefits

Company

OpenAI

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