Deal Desk Regional Lead, APAC

About the Team

OpenAI’s Finance and Revenue Operations organization builds the commercial infrastructure that enables the business to scale with speed, discipline, and financial integrity.

Within Revenue Operations, Deal Desk partners closely with GTM, Partnerships, Legal, Technical Revenue, Finance, Tax, Order Management, Billing Operations, Product, and GTM Systems to structure and execute complex enterprise transactions. We help the business move quickly while ensuring commercial agreements are executable, scalable, and supported by strong operational and financial controls.

About the Role

We are hiring a Deal Desk Regional Lead for APAC to set the regional Deal Desk strategy and build operating systems that scale across diverse markets, product lines, and commercial motions.

This is a principal individual contributor role for a recognized Deal Desk expert who can shape strategic direction, lead multiple high-stakes workstreams, and create foundational mechanisms across pricing and packaging, approval governance, revenue recognition, compliance, and commercial execution. You will independently define priorities, exercise strong judgment in ambiguity, and represent Deal Desk in strategic commercial discussions.

You will move between complex transactions and broader regional strategy: advising on the most strategic deals while translating recurring market patterns into scalable global policy, systems, controls, and enablement. Success requires thoughtful influence across regional and global stakeholders, calm leadership without formal authority, and a commitment to inclusive, principled decision-making.

In this role, you will:

• Set the Deal Desk strategy and operating roadmap for APAC across markets, product lines, and direct, marketplace, and partner-led commercial motions.

• Independently define, prioritize, and lead multiple highly complex workstreams, balancing regional growth, customer outcomes, deal velocity, revenue integrity, compliance, and operational scalability.

• Serve as a recognized expert on high-stakes enterprise transactions involving non-standard pricing, packaging, commitments, billing and payment terms, renewals, amendments, product dependencies, and multi-party structures.

• Shape pricing and packaging decisions with analytical insight from transaction patterns, competitive dynamics, customer needs, and regional market requirements.

• Establish scalable regional approval governance, including decision rights, risk segmentation, intake standards, escalation criteria, documentation requirements, and executive decision forums.

• Lead cross-functional initiatives that improve revenue recognition, compliance, tax, contracting, booking, billing, reporting, auditability, and customer experience.

• Translate regional commercial requirements into durable CRM, CPQ, CLM, billing, ERP, marketplace, reporting, and automation capabilities in partnership with global Systems and Operations teams.

• Use data to identify recurring friction, measure operating performance, prioritize investments, and recommend changes to policy, controls, systems, pricing, and packaging.

• Represent Deal Desk in strategic commercial discussions with regional and global GTM, Finance, Legal, Product, and executive stakeholders; recommend clear paths forward with explicit trade-offs.

• Create foundational playbooks, governance mechanisms, and operating cadences that can be adopted beyond individual transactions and, where appropriate, beyond APAC.

• Mentor senior peers, raise the quality of decision-making across the Deal Desk community, and foster alignment through clear, inclusive communication and high standards.

You might thrive in this role if you have:

• 10+ years of experience in Deal Desk, Commercial Operations, Revenue Operations, Order-to-Cash, or a related enterprise SaaS or cloud-commercial function, including significant principal or lead individual-contributor scope.

• Demonstrated experience setting strategy across a region, multiple countries, product lines, or commercial motions and leading several complex cross-functional workstreams with limited oversight.

• Deep expertise structuring and governing high-stakes enterprise transactions involving non-standard pricing, packaging, commitments, billing terms, renewals, amendments, regulated requirements, or partner-led models.

• Strong understanding of downstream implications across contracting, approvals, booking, billing, revenue recognition, tax, compliance, reporting, auditability, and customer experience.

• A record of building foundational approval frameworks, controls, playbooks, systems requirements, and operating mechanisms that scale beyond one deal or team.

• Ability to use structured thinking and analytical insight to solve ambiguous problems, shape strategic decisions, and refine existing strategies and frameworks.

• Executive-level communication and influence, with the ability to align GTM, Partnerships, Legal, Finance, Technical Revenue, Tax, Systems, Operations, Product, and Engineering without formal authority.

• Demonstrated calm leadership, inclusive and principled behavior, mentorship of senior peers, and sustained momentum through complex organizational change.

• Experience operating across APAC markets and navigating differences in commercial norms, currencies, tax, contracting, compliance, and customer expectations.

• Marketplace experience preferred, including private offers, marketplace-routed purchases, cloud commitments, entitlements, provisioning, metering, billing reconciliation, renewals, amendments, or related workflows.

• Japanese language proficiency is preferred.

• Experience with partner, reseller, channel, or other ecosystem-led enterprise commercial motions.

• Experience supporting new commercial models, pricing or packaging changes, product launches, or strategic go-to-market initiatives.

• Familiarity with enterprise AI adoption patterns or cloud-based AI services.

• Accounting, audit, controllership, technical revenue, tax, or finance experience supporting complex commercial transactions.

• Enjoy setting strategic direction while staying close enough to high-stakes transactions to ground decisions in practical execution.

• Build systems that solve recurring problems and improve decision quality across teams and markets.

• Can balance regional nuance with the need for globally scalable policy, governance, and tooling.

• Use data and structured judgment to make progress when information is incomple