Head of Deal Strategy

About the Role OpenAI is seeking a Head of Deal Strategy to build and lead the team responsible for creating world-class commercial proposals at scale. As AI becomes increasingly critical to how organizations operate, the ability to translate complex products and commercial structures into compelling customer narratives is a strategic advantage. The Deal Strategy team will serve as an embedded partner to the field organization, helping account teams shape and communicate the right commercial path for strategic opportunities. The team will develop executive-ready proposals, build standardized ROI frameworks, support customer-facing conversations, and create AI-native tools that enable consistent, high-quality deal support across the business. This role partners closely with teams across sales, pricing, deal desk, strategy, revops & finance to develop a scalable proposal engine that helps OpenAI move faster, improve proposal quality, and win more effectively. What You'll Do - Establish scalable mechanisms for deal support, including proposal templates, negotiation playbooks, deal clinics, office hours, and structured intake processes. - Build and maintain standardized ROI frameworks, calculators, and value narratives that can be used consistently across the field. - Partner with account teams to advise on deal strategy, including executive narratives, competitive positioning, ROI arguments, and proposal approaches for strategic opportunities. - Partner closely with Pricing, Deal Desk, Finance Engineering, Product, Legal, Revenue Operations, Enablement, and Strategy to ensure proposals reflect current products, campaigns, and commercial guidance. - Develop customer-facing and CFO-ready proposals for complex, high-value, or first-of-kind deals. - Join customer conversations to present proposal recommendations, business cases, and the logic behind commercial structures when senior support is needed. - Convert bespoke proposal work into reusable assets that improve speed, consistency, and seller productivity. - Create an AI-native deal strategy capability through proposal copilots, automated deal briefs, knowledge retrieval systems, guided workflows, and self-service resources. - Create feedback loops to identify where deals deviate from standard approaches and surface insights that improve products, policies, and field motions over time. You Might Thrive in This Role If You Have - 12+ years of experience in deal desk, deal strategy, strategic sales, or related functions. - A track record of building scalable processes, playbooks, and teams that improve deal execution across large organizations. - Experience advising field teams and executive stakeholders on complex, high-value, or first-of-kind deals. - Strong communication and storytelling skills, with the ability to translate complex commercial concepts into compelling customer narratives. - Financial and analytical rigor, including experience building ROI models, business cases, and executive-ready materials. - Experience leading cross-functional initiatives across Sales, Finance, Product, Legal, and Operations teams. - Familiarity with using AI to improve workflows, scale expertise, and increase team productivity. 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

12+ years of experience in deal desk, deal strategy, strategic sales, or related functions. A track record of building scalable processes, playbooks, and teams that improve deal execution across large organizations. Experience advising field teams and executive stakeholders on complex, high-value, or first-of-kind deals. Strong communication and storytelling skills, with the ability to translate complex commercial concepts into compelling customer narratives. Financial and analytical rigor, including experience building ROI models, business cases, and executive-ready materials. Experience leading cross-functional initiatives across Sales, Finance, Product, Legal, and Operations teams. Familiarity with using AI to improve workflows, scale expertise, and increase team productivity.

Establish scalable mechanisms for deal support, including proposal templates, negotiation playbooks, deal clinics, office hours, and structured intake processes. Build and maintain standardized ROI frameworks, calculators, and value narratives that can be used consistently across the field. Partner with account teams to advise on deal strategy, including executive narratives, competitive positioning, ROI arguments, and proposal approaches for strategic opportunities. Partner closely with Pricing, Deal Desk, Finance Engineering, Product, Legal, Revenue Operations, Enablement, and Strategy to ensure proposals reflect current products, campaigns, and commercial guidance. Develop customer-facing and CFO-ready proposals for complex, high-value, or first-of-kind deals. Join customer conversations to present proposal recommendations, business cases, and the logic behind commercial structures when senior support is needed. Convert bespoke proposal work into reusable assets that improve speed, consistency, and seller productivity. Create an AI-native deal strategy capability through proposal copilots, automated deal briefs, knowledge retrieval systems, guided workflows, and self-service resources. Create feedback loops to identify where deals deviate from standard approaches and surface insights that improve products, policies, and field motions over time.