Deal Desk Regional Lead

Responsibilities

• Set the Deal Desk strategy and operating roadmap for APAC across various markets and commercial motions
• Lead complex workstreams balancing regional growth, revenue integrity, and operational scalability
• Act as a subject matter expert on high-stakes enterprise transactions involving non-standard pricing and packaging
• Establish scalable regional approval governance and decision rights
• Drive cross-functional initiatives to improve revenue recognition, compliance, and tax processes
• Partner with global Systems and Operations teams to translate regional requirements into CRM, CPQ, and ERP capabilities
• Use data to identify friction and recommend changes to policy, controls, and systems
• Represent Deal Desk in strategic discussions with GTM, Finance, Legal, and Product stakeholders

Requirements

• 10+ years of experience in Deal Desk, Commercial Operations, Revenue Operations, or Order-to-Cash within enterprise SaaS or cloud
• Proven track record of setting regional strategy and leading complex cross-functional workstreams
• Deep expertise in structuring high-stakes enterprise transactions and governing non-standard terms
• Strong understanding of downstream implications for revenue recognition, tax, and compliance
• Experience operating across APAC markets and navigating diverse commercial norms and currencies
• Executive-level communication and ability to influence stakeholders without formal authority
• Ability to use structured thinking to solve ambiguous problems and refine strategic frameworks

Preferred Qualifications

• Marketplace experience (private offers, cloud commitments, billing reconciliation)
• Japanese language proficiency
• Experience with partner, reseller, or channel-led enterprise commercial motions
• Experience supporting new commercial models, pricing changes, or product launches
• Familiarity with enterprise AI adoption patterns or cloud-based AI services
• Background in accounting, audit, controllership, or technical revenue

About the Company

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.