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 senior, strategic, and hands-on operator to own and scale our Order Management and Billing Operations function, with a focus on cloud marketplaces and partner billing. The immediate priority will be setting the operational strategy and ensuring launch readiness and reliable execution for our AWS partnership, while building an extensible model for additional cloud marketplaces and partner channels as OpenAI’s ecosystem expands.

As the senior individual contributor for this area, you will own the end-to-end order-to-invoice lifecycle across direct enterprise billing, cloud marketplaces, and partner channels. You will ensure that commercial terms, provisioning, pricing, usage, billing data, settlements, and partner-specific requirements flow through our systems accurately, on time, and with audit-ready controls.

You will define the target operating model, set priorities, and lead cross-functional execution across Order Management, Billing Operations, cloud marketplace workflows, and broader partner billing operations. You will influence roadmaps and decisions across Revenue Systems, Product, Engineering, GTM, Finance, Partner Operations, and external partner stakeholders.

This role is critical to shaping the operational backbone for OpenAI’s expansion into cloud marketplaces, partner ecosystems, and new monetization channels. You will combine deep operational judgment with process and control design, automation, executive-ready communication, and hands-on problem solving to improve billing reliability, partner experience, customer outcomes, and financial integrity at scale.

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 the global strategy and end-to-end operating performance for AWS and other partner billing channels, spanning order intake, usage ingestion, reconciliation, validation, invoicing, credits, settlements, exceptions, collections, and cash application.

• Define and scale the target operating model for cloud marketplaces and partner channels, including clear ownership, service levels, controls, escalation paths, capacity models, and readiness standards.

• Lead operational readiness for AWS and future partner launches, translating complex commercial and technical requirements into executable workflows, system requirements, controls, and measurable launch criteria.

• Serve as the senior Finance and OTC operational DRI for external partners and internal executives, driving decisions and resolving complex billing discrepancies, reporting gaps, short payments, and customer- or partner-impacting escalations.

• Design scalable reconciliation, completeness, and exception-management frameworks for partner pricing, usage, credits, discounts, invoices, settlements, and reporting obligations.

• Scale execution through BPO and offshore teams by defining the service-delivery model, performance expectations, SOPs, enablement, quality controls, capacity plans, and governance needed for consistent outcomes.

• Set and execute the AI and automation roadmap for Order Management, Billing, and partner workflows, eliminating manual intervention, reducing rework, and identifying discrepancies before they create billing, revenue, or customer impact.

• Influence Revenue Systems, Product, Engineering, GTM, Legal, Deal Desk, Finance, and Partner Operations roadmaps so commercial, provisioning, ERP, billing, and partner requirements are addressed upstream and scale with the business.

• Own operational completeness and risk management through month-end close, ensuring order, pricing, usage, billing, partner transaction, and settlement data are fully captured, reconciled, and supported before flowing into financial systems.

• Establish the KPI framework and executive reporting for billing accuracy, automation, cycle time, exceptions, partner escalations, control performance, and operational throughput; use insights to prioritize improvements and drive accountability.

• Create durable operating mechanisms—including governance forums, decision frameworks, SOPs, playbooks, runbooks, and training—to scale the function and reduce reliance on individual knowledge.

You might thrive in this role if you have:

• 10+ years of progressive experience in Billing Operations, Order Management, partner billing, cloud marketplace operations, or complex usage-based billing environments.

• Deep expertise in partner and marketplace billing models, including usage-based pricing, credits, discounts, invoicing, reconciliations, settlements, reporting, and exception management.

• A demonstrated record of leading complex, cross-functional launches or transformations from strategy and requirements through implementation, stabilization, and measurable outcomes.

• The ability to set direction, make sound risk-based decisions, and influence senior stakeholders across Finance, Product, Engineering, GTM, Legal, and external partner organizations.

• Hands-on experience with CPQ, ERP, billing, and data platforms such as Salesforce, Oracle Fusion, NetSuite, Stripe, Metronome, or comparable systems.

• Experience designing and governing scaled delivery through BPO or offshore teams, including service levels, enablement, capacity planning, quality assurance, and escalation management.

• Strong command of operational controls, month-end reconciliations, data completeness, audit readiness, and the financial risks created by upstream or downstream process failures.

• Exceptional analytical and executive communication skills, with the ability to navigate ambiguity, simplify complex issues, manage competing priorities, and remain hands-on when the business requires it.

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 confidentiality of proprietary, confidential, and non-public information. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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