Manager, Revenue Accounting, Technical (Strategic Commercial Deals) at OpenAI · LumiJobs

Responsibilities

We’re looking for a Manager of Revenue Accounting, Technical to drive the end-to-end technical revenue and operational workstream for OpenAI’s strategic commercial deals—from early structuring and deal-desk review through contracting, launch, and ongoing governance.
Reporting to the Head of Revenue Accounting, Technical, you will serve as a key revenue advisor for complex and non-standard strategic deals, translating commercial objectives into revenue models that are economically sound, accounting-compliant, and operationally executable. You will partner with senior team members on the most novel or high-risk matters across strategic collaborations, cloud marketplaces, platform and distribution deals, licensing and revenue-share models, joint go-to-market initiatives, research collaborations, and other emerging commercial structures.
This role requires strong technical accounting judgment, commercial fluency, clear cross-functional communication, and the ability to independently drive complex workstreams while knowing when to seek input or escalate.
This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.
Own the day-to-day technical revenue workstream for a portfolio of strategic commercial deals from initial concept and term-sheet development through contracting, launch readiness, post-launch changes, and ongoing governance.
Build and pressure-test revenue models for strategic collaborations, cloud marketplaces, platform and distribution deals, licensing and revenue-share arrangements, and other emerging commercial models, including pricing, minimum commitments, incentives, credits, variable consideration, usage mechanics, and settlement flows.
Partner through the deal-desk process with Strategic Partnerships, Product, GTM, Strategic Finance, Legal, GTM Deal Desk, Tax, Finance Systems, and Revenue Operations to shape deal economics, pricing, contract terms, product configuration, and operational design from initial proposal through approval and launch.
Assist senior team members in evaluating complex transactions under ASC 606, including principal-versus-agent considerations, gross-versus-net presentation, performance obligations, variable consideration, contract combinations, commitments, credits, incentives, and related-party considerations, escalating precedent-setting judgments for senior review.
Translate technical conclusions into required commercial and contract terms, practical deal-desk guidance, approval guardrails, and clear intake, escalation, and decision-making processes for material deals, amendments, and renewals.
Design revenue models end to end by defining the contracting, product, data, order-to-cash, usage, billing, invoicing, settlement, reconciliation, reporting, systems, and control requirements needed to operate them; partner with operational teams to build, test, document, and scale the resulting processes.
Lead cross-functional launch readiness for strategic deals, validate that systems, data, billing, reporting, and controls reflect the approved structure, and help resolve post-launch issues, amendments, or changes in actual deal economics.
Develop clear internal decision materials and operating requirements, coordinate concurrent deal workstreams, and improve the playbooks, templates, and guidance that make strategic-deal execution more consistent and scalable.

Manager, Revenue Accounting, Technical (Strategic Commercial Deals)

Responsibilities

Company

OpenAI

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