战略财务，B2B合作伙伴关系
Strategic Finance, B2B Partnerships
关于团队
OpenAI的战略财务部门为公司长期战略和雄心勃勃的增长提供财务洞察和指导。我们与合作伙伴、市场进入、产品、计算和运营团队合作，将资源分配和部署到最具影响力的机遇，同时保护可持续的单用户经济。
B2B战略财务团队专注于我们B2B产品和市场进入功能的财务表现，确保财务目标与公司战略保持紧密一致。我们：
- 为我们的B2B业务制定运营计划、财务预测和绩效管理，
- 提供基于分析的B2B产品和财务表现见解，以指导战略资源配置，
- 构建“从0到1”的财务基础，以实现增长加速。
在B2B领域，合作伙伴关系是加速增长的关键杠杆。你将帮助塑造这项业务并从中推动成功结果。
职位简介
此次战略财务合作伙伴招聘将负责我们的B2B合作伙伴关系损益表，并推动战略决策。你将成为我们合作伙伴团队、交易负责人、产品负责人和运营团队的重要财务合作伙伴，负责定价、结构设计以及从合作伙伴关系中取得成功，将机会转化为可决策和执行的经济模型，并管理整体合作伙伴关系业务。
你将塑造OpenAI如何设定合作伙伴关系收入目标、单用户经济、投资、衡量标准和优先级。
该职位位于加利福尼亚州旧金山。我们采用每周3天在办公室的混合办公模式，并为新员工提供搬迁协助。
在此职位上，你将：
- 在战略优先级、营收影响和资源配置/投资层面，协助管理整体合作伙伴关系业务。
- 负责新B2B合作伙伴关系的财务评估，建模收入、贡献毛利、计算成本、现金流、投资需求和风险。
- 通过目标、运营计划、领先指标和定期审查，从重点现有合作伙伴关系——尤其是分销合作伙伴关系中推动可衡量的结果。
- 在定价、收入分成、资金、承诺和下行保护方面，制定交易结构和保障机制，以对齐激励措施并保护单用户经济。
- 与合作伙伴关系、市场进入、产品和运营团队合作，定义增量性、渠道归因和成功指标，
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About the Team
OpenAI’s Strategic Finance organization provides financial insights and guidance to support the company’s long-term strategy and ambitious growth. We work across Partnerships, GTM, Product, Compute, and Operations to allocate and deploy resources to the highest-impact opportunities while protecting sustainable unit economics.
The B2B Strategic Finance team focuses on the financial performance of our B2B products and GTM functions, ensuring tight alignment between financial objectives and company strategy. We:
- Drive operational planning, financial forecasting, and performance management for our B2B business,
- Provide analytically-grounded insights on B2B product and financial performance to inform strategic resource allocation,
- Build the “0→1” financial foundations required to scale and accelerate growth.
Within B2B, Partnerships are a critical lever to accelerate growth. You will help shape this business and drive successful outcomes from it.
About the Role
This Strategic Finance Partnerships hire will own our B2B Partnerships P&L and help drive strategic decision-making. You will be a critical finance partner to our Partnership teams, deal leads, Product owners, and Operations teams, responsible for pricing, structuring and driving success from partnerships, translating opportunities into decision- and exec-ready economics, and managing the overall Partnerships book of business.
You will shape how OpenAI approaches Partnerships revenue targets, unit economics, investments, measurement, and prioritization.
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:
- Help manage the overall Partnerships business at a strategic priority, top-line impact, and resourcing / investment level.
- Own the financial evaluation of new B2B partnerships, modeling revenue, contribution margin, compute costs, cash flow, investment needs, and risk.
- Drive measurable outcomes from priority existing partnerships - especially distribution partnerships - through targets, operating plans, leading indicators, and recurring reviews.
- Develop deal structures and guardrails across pricing, revenue share, funding, commitments, and downside protections to align incentives and protect unit economics.
- Partner with Partnerships, GTM, Product, and Operations to define incrementality, channel attribution, and success metrics, and turn performance gaps into action.
- Integrate partnership economics into forecasts, planning, and resource allocation, while building scalable models, reporting, and governance.
- Deliver high-quality executive and Board-facing presentations to communicate performance and strategic recommendations that influence key business stakeholders.
- Stay current on market dynamics to shape OpenAI’s B2B Partnerships strategy.
You might thrive in this role if you have:
- 8+ years of experience in investment banking, consulting, or buy-side investing and operational experience at a fast-paced, scaling company.
- A strong ability to critically evaluate opportunities and risks in financials.
- Expert modeling skills, including building detailed P&Ls and operating models.
- The ability to distill complex financial data into actionable insights and effectively influence leadership.
- Excellent communication skills and the ability to craft compelling narratives using data.
- A partnership mentality to working cross-functionally with key business partners and driving mutual success.
- Attention to detail and a commitment to accuracy in financial reporting, budgeting, and analysis.
- Strong daily AI workflow habits, including using Codex to move faster on analysis, modeling, documentation, and operating processes.
- Familiarity with SaaS and/or consumption-driven business models and metrics relevant to OpenAI.
- An enthusiastic "roll up your sleeves" mentality and ability to deal effectively with ambiguity in a fast-paced environment.
- Deep enthusiasm for the deployment of AI and OpenAI’s mission.
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 https://cdn.openai.com/policies/eeo-policy-statement.pdf.
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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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.