Deal Operations, EMEA

Job summary

Responsibilities

OpenAI is seeking a senior individual contributor to support revenue growth across EMEA by helping sales teams structure and close commercially sound deals. You will balance speed and responsiveness with pricing discipline, consistent processes, and appropriate financial and commercial controls.

• Serve as the primary Deal Operations contact for EMEA account teams, managing deal intake, prioritizing requests, and guiding sellers through pricing, review, and approval…
• Review quotes and proposed commercial terms, including discounts, payment schedules, contract duration, and customer commitments, for accuracy and alignment with pricing…
• Build financial analyses and deal models to assess revenue, margin, discount impact, and profitability, and explain the tradeoffs of proposed deal structures to decision-makers.
• Partner with Sales to structure deals that meet customer needs and OpenAI’s commercial objectives, recommending alternatives when proposed terms fall outside established…
• Coordinate deal reviews and required approvals across Finance, Legal, Pricing, and Revenue Operations. Prepare clear recommendations, document decisions, and escalate exceptions…

What they're looking for

• 8+ years of experience in Deal Desk, commercial finance, pricing, sales operations, or a related function, preferably in a high-growth technology environment.
• Hands-on experience reviewing and structuring complex enterprise deals and supporting quoting, commercial approvals, and contracting processes.
• Strong financial modeling and analytical skills, including experience assessing pricing, discounts, revenue, margins, and deal profitability.
• Knowledge of enterprise software commercial terms and subscription or consumption-based business models, with the judgment to identify issues that require Legal or Finance review.
• Strong communication and stakeholder management skills, with the ability to explain commercial tradeoffs, make clear recommendations, and coordinate timely decisions across teams.