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.