Order Management & Billing Lead - Cloud Marketplaces & Partnerships

We are looking for a senior, hands-on operator to own Order Management and Billing execution across OpenAI’s cloud marketplace and partner ecosystem, including platforms such as AWS, GCP, Oracle Cloud, GovCloud, and future channels. This senior individual contributor role will translate partner requirements into scalable workflows and ensure launch readiness, accurate billing, and reliable daily execution.

As a senior individual contributor within the Cloud Marketplaces team, you will own the end-to-end order-to-invoice lifecycle for your assigned portfolio. You will ensure that private offers, commercial terms, provisioning, pricing, usage, billing data, credits, settlements, and partner-specific reporting flow through our systems accurately, on time, and with audit-ready controls.

You will implement and continuously improve the common cloud marketplace operating model, lead cross-functional execution for your assigned portfolio, and surface risks, requirements, and improvement opportunities. You will partner across Revenue Systems, Product, Engineering, GTM, Finance, Partner Operations, and external marketplace stakeholders.

This role is critical to building the operational backbone for OpenAI’s expansion across cloud marketplaces and government-cloud channels. You will combine deep operational judgment with process and control execution, automation, clear 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 end-to-end daily Order Management and Billing performance for an assigned cloud marketplace or partner portfolio, including AWS, GCP, Oracle Cloud, GovCloud, or future channels, spanning order intake, usage ingestion, reconciliation, validation, invoicing, credits, settlements, exceptions, and partner reporting.
• Implement and continuously improve the common cloud marketplace operating model, including workflows, service levels, controls, escalation paths, capacity requirements, and readiness standards for the assigned portfolio.
• Lead operational readiness and user acceptance testing for new or expanded cloud marketplace, partner, or GovCloud capabilities, translating commercial and technical requirements into executable workflows, system requirements, controls, and measurable launch criteria.
• Serve as the Finance and OTC operational DRI for the assigned portfolio, resolving billing discrepancies, reporting gaps, settlement variances, and customer- or partner-impacting issues while escalating cross-portfolio risks and decisions through the appropriate leadership and governance channels.
• Execute and improve reconciliation, completeness, and exception-management processes across partner pricing, usage, credits, discounts, invoices, settlements, and reporting obligations.
• Govern BPO execution for the assigned portfolio through clear service levels, SOPs, enablement, quality controls, capacity planning, performance monitoring, and escalation management.
• Identify and implement process, system, AI, and automation improvements that increase touchless processing, reduce rework, and identify discrepancies before they create billing, revenue, partner, or customer impact.
• Partner with Revenue Systems, Product, Engineering, GTM, Legal, Deal Desk, Finance, and Partner Operations to ensure commercial, provisioning, ERP, billing, and marketplace requirements are addressed upstream.
• Own month-end close execution for the assigned portfolio, ensuring order, pricing, usage, billing, partner transaction, and settlement data are complete, reconciled, reviewed, and supported; escalate risks and provide timely close status and sign-off inputs.
• Monitor and report portfolio performance across billing accuracy, automation, cycle time, backlog, service levels, exceptions, close readiness, partner escalations, BPO quality, control performance, and throughput; use insights to drive corrective action and continuous improvement.
• Maintain durable operating documentation-including SOPs, playbooks, runbooks, controls, and training-and contribute portfolio insights to broader governance and operating-model improvements.

• 8+ years of progressive experience in Billing Operations, Order Management, partner billing, cloud marketplace operations, or complex usage-based billing environments.
• Experience with one or more cloud marketplaces, partner-billing models, or comparable ecosystems; experience across every platform is not required. Relevant experience may include usage-based pricing, private offers, credits, invoicing, reconciliations, settlements, reporting, or exception management.
• A demonstrated record of owning complex, cross-functional launches from requirements and UAT through implementation, stabilization, and measurable operational outcomes.
• The ability to make sound risk-based decisions, drive execution, and influence 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.

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., 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., At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.