Strategic Finance, B2B Partnerships

About the Team

OpenAI’s Strategic Finance organization provides financial insights and guidance to support the company’s long-term strategy and ambitious growth. We work across Partnerships, GTM, Product, Compute, and Operations to allocate and deploy resources to the highest-impact opportunities while protecting sustainable unit economics.

The B2B Strategic Finance team focuses on the financial performance of our B2B products and GTM functions, ensuring tight alignment between financial objectives and company strategy. We:

• Drive operational planning, financial forecasting, and performance management for our B2B business,
• Provide analytically-grounded insights on B2B product and financial performance to inform strategic resource allocation,
• Build the “0→1” financial foundations required to scale and accelerate growth.

About the Role

We are hiring on our Partnerships Finance team to help drive strategic decision-making across OpenAI’s B2B Partnerships. This role will be a critical finance partner to our Partnership teams, deal leads, Product owners, and Operations teams, responsible for evaluating, pricing/structuring, and driving success from partnerships, and translating opportunities into decision-ready economics and ongoing performance management.

The role will be hands-on in deal evaluation, structuring, negotiation support, and tracking. You will shape how OpenAI approaches partnership revenue targets, unit economics, measurement, and prioritization.

This role is based in San Francisco, CA, with a hybrid work model (3 days/week in-office). Relocation assistance is available.

In this role, you will:

• Own the financial evaluation of new B2B partnerships, modeling revenue, contribution margin, compute costs, cash flow, investment needs, and risk.
• Drive measurable outcomes from priority existing partnerships - especially distribution partnerships - through targets, operating plans, leading indicators, and recurring reviews.
• Develop deal structures and guardrails across pricing, revenue share, funding, commitments, and downside protections to align incentives and protect unit economics.
• Lead partnership finance from early strategy through negotiation and approval, translating complex terms into clear recommendations and tradeoffs.
• Partner with Partnerships, GTM, Product, and Operations to define incrementality, channel attribution, and success metrics, and turn performance gaps into action.
• Integrate partnership economics into forecasts, planning, and resource allocation, while building scalable models, reporting, and governance.
• Deliver high-quality executive and Board-facing presentations to communicate performance and strategic recommendations that influence key business stakeholders.
• Stay current on market dynamics to shape OpenAI’s B2B Partnerships strategy.

You might thrive in this role if you have:

• 8+ years of experience in investment banking, consulting, or buy-side investing and operational experience at a fast-paced, scaling company.
• A strong ability to critically evaluate opportunities and risks in financials.
• Expert modeling skills, including building detailed P&Ls and operating models.
• The ability to distill complex financial data into actionable insights and effectively influence leadership.
• Excellent communication skills and the ability to craft compelling narratives using data.
• A partnership mentality to working cross-functionally with key business partners and driving mutual success.
• Attention to detail and a commitment to accuracy in financial reporting, budgeting, and analysis.
• Strong daily AI workflow habits, including using Codex to move faster on analysis, modeling, documentation, and operating processes.
• Familiarity with SaaS and/or consumption-driven business models and metrics relevant to OpenAI.
• An enthusiastic "roll up your sleeves" mentality and ability to deal effectively with ambiguity in a fast-paced environment‬.
• Deep enthusiasm for the deployment of AI and OpenAI’s mission.

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 OpenAI’s 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 information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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