Order Management & Billing Lead, Cloud Marketplaces & Partnerships - AWS

About the Team OpenAI Finance ensures the organization is positioned for long-term success as we pursue our mission. The Order to Cash (OTC) team oversees the complete flow of commercial transactions from order intake and provisioning through billing, collections, and cash application — ensuring accuracy, compliance, and operational excellence in support of OpenAI’s mission to ensure artificial general intelligence benefits all of humanity. About the Role We are looking for a strategic and hands-on operator to support and scale our Order Management and Billing Operations function, with a focus on cloud marketplaces and partner billing operations. The immediate priority for this role will be supporting the operational readiness and ongoing billing workflows for our AWS partnership, while building scalable processes that can support additional cloud marketplaces and partner channels as OpenAI’s ecosystem expands. This role will be responsible for managing the end-to-end order-to-invoice lifecycle across direct enterprise billing, cloud marketplaces, and other partner channels. This includes ensuring that contract terms, provisioning, pricing, usage, billing data, and partner-specific requirements flow seamlessly through our systems to produce accurate, timely, and audit-ready invoicing. You will help define and execute our operating model across Order Management, Billing Operations, cloud marketplace workflows, and broader partner billing operations. You will partner closely with Revenue Systems, Product, Engineering, GTM, Finance, Partner Operations, and external partner stakeholders. This role is critical in building the operational backbone that supports OpenAI’s expansion into cloud marketplaces, partner ecosystems, and new monetization channels. You will blend operational execution with process design, automation, cross-functional collaboration, and system optimization to improve billing reliability, controls, partner experience, and customer outcomes. 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. In this role, you will: - Own end-to-end billing operations for AWS and other partner channels, including usage ingestion, reconciliation, validation, invoicing, credits, exceptions, and alignment with collections and cash application. - Build and scale repeatable billing processes for cloud marketplaces, partner channels, and ecosystem-based business models as OpenAI expands its partnerships. - Manage partner billing constructs, including pricing models, credits, discount structures, invoice validation, reporting requirements, and exception handling. - Partner closely with AWS and other external partners to resolve billing discrepancies, reporting gaps, short payments, and escalations that could impact customers or partner relationships. - Support the onboarding of new cloud marketplaces and partner channels by defining operational requirements, controls, workflows, and readiness criteria. - Scale execution through BPO and offshore teams, including workflow design, SOP development, training, and quality controls to ensure consistent and accurate execution across Order Management and Billing Operations. - Embed AI and automation into Order Management, Billing, and partner workflows to reduce rework, eliminate manual intervention, and proactively identify discrepancies before they become billing- or revenue-impacting issues. - Partner cross-functionally with Revenue Systems, Product, Engineering, GTM, Legal, Deal Desk, Finance, and Partner Operations to ensure quoting, provisioning, billing, ERP, and partner workflows remain aligned and scalable. - Ensure data completeness and accuracy during month-end close by validating that order, pricing, billing, usage, and partner transaction data are fully captured and reconciled before flowing into revenue systems. - Establish KPIs and dashboards that measure billing accuracy, automation rates, cycle times, partner escalations, and overall operational throughput. - Develop and maintain operational documentation, including SOPs, playbooks, runbooks, and training materials, to support consistent execution and team scalability. You might thrive in this role if you have: - 7+ years of experience in Billing Operations, Order Management, partner billing, cloud marketplace operations, or usage-based billing environments. - Strong understanding of partner or marketplace billing models, including usage-based billing, pricing structures, credits, discounting, invoicing, reconciliation, and exception management. - Experience working with cloud marketplaces, external partners, or ecosystem-based business models. - Experience launching or operationalizing new partner channels, including defining workflows, controls, and cross-functional requirements. - Hands-on experience with CPQ, ERP, and billing platforms, such as Salesforce, Oracle Fusion, NetSuite, Stripe, or

7+ years of experience in Billing Operations, Order Management, partner billing, cloud marketplace operations, or usage-based billing environments. Strong understanding of partner or marketplace billing models, including usage-based billing, pricing structures, credits, discounting, invoicing, reconciliation, and exception management. Experience working with cloud marketplaces, external partners, or ecosystem-based business models. Experience launching or operationalizing new partner channels, including defining workflows, controls, and cross-functional requirements. Hands-on experience with CPQ, ERP, and billing platforms, such as Salesforce, Oracle Fusion, NetSuite, Stripe, or similar systems.

Own end-to-end billing operations for AWS and other partner channels, including usage ingestion, reconciliation, validation, invoicing, credits, exceptions, and alignment with collections and cash application. Build and scale repeatable billing processes for cloud marketplaces, partner channels, and ecosystem-based business models as OpenAI expands its partnerships. Manage partner billing constructs, including pricing models, credits, discount structures, invoice validation, reporting requirements, and exception handling. Partner closely with AWS and other external partners to resolve billing discrepancies, reporting gaps, short payments, and escalations that could impact customers or partner relationships. Support the onboarding of new cloud marketplaces and partner channels by defining operational requirements, controls, workflows, and readiness criteria. Scale execution through BPO and offshore teams, including workflow design, SOP development, training, and quality controls to ensure consistent and accurate execution across Order Management and Billing Operations. Embed AI and automation into Order Management, Billing, and partner workflows to reduce rework, eliminate manual intervention, and proactively identify discrepancies before they become billing- or revenue-impacting issues. Partner cross-functionally with Revenue Systems, Product, Engineering, GTM, Legal, Deal Desk, Finance, and Partner Operations to ensure quoting, provisioning, billing, ERP, and partner workflows remain aligned and scalable. Ensure data completeness and accuracy during month-end close by validating that order, pricing, billing, usage, and partner transaction data are fully captured and reconciled before flowing into revenue systems. Establish KPIs and dashboards that measure billing accuracy, automation rates, cycle times, partner escalations, and overall operational throughput. Develop and maintain operational documentation, including SOPs, playbooks, runbooks, and training materials, to support consistent execution and team scalability.