openai - Deal Operations, APAC

• Serve as the primary Deal Operations contact for APAC account teams, managing deal intake, prioritizing requests, and guiding sellers through pricing, review, and approval processes. • Review quotes and proposed commercial terms, including discounts, payment schedules, contract duration, and customer commitments, for accuracy and alignment with pricing guidelines and commercial policies. • 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 guidelines. • Coordinate deal reviews and required approvals across Finance, Legal, Pricing, and Revenue Operations. Prepare clear recommendations, document decisions, and escalate exceptions to the appropriate stakeholders. • Identify risks in non-standard terms and work with Legal and Finance to resolve contractual, billing, and revenue recognition considerations before execution. • Maintain complete deal records and approval documentation in CRM, CPQ, and contract management systems, and partner with Revenue Operations to align approved terms, executed agreements, and booking information. • Help develop and maintain deal approval policies, escalation paths, pricing guidance, and standardized templates. Improve workflows to reduce bottlenecks while maintaining appropriate controls. • Equip sellers with practical guidance and training on deal requirements and approval processes. Apply AI and automation to improve deal intake, knowledge retrieval, and self-service support. • Track Deal Desk metrics such as turnaround time, approval bottlenecks, exception trends, and quote accuracy. Use recurring deal patterns to recommend improvements to commercial policies, processes, and tools. • YOU MIGHT THRIVE IN THIS ROLE IF YOU HAVE • 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. • Experience with CRM systems, configure-price-quote (CPQ) tools, and contract management platforms, along with strong spreadsheet skills. • Attention to detail and a track record of improving approval workflows, documentation, and operational processes as a business scales. • Sound commercial judgment and the ability to manage competing priorities and tight deadlines while maintaining accuracy and appropriate controls. • A collaborative, hands-on approach to supporting sales teams and familiarity with using AI and automation to improve deal workflows and productivity.