Strategic Finance, B2B Product

About the role

This role owns the financial architecture that translates OpenAI's B2B strategy into quantifiable business outcomes, establishing the 0-to-1 frameworks that govern how value is measured, managed, and optimized across the portfolio. You will architect the monetization logic for the API Platform and other B2B products, embedding financial rigor into pricing, packaging, and commercial design so that growth decisions are grounded in durable unit economics. You will serve as the primary financial steward for high-stakes enterprise relationships, modeling the full economic footprint of deals to protect margin while enabling strategic market penetration. The position demands fluency in both narrative and numerical communication, translating volatile, real-world data into coherent stories and choices for the leadership team. You will build the connective tissue between commercial ambition and operational reality, ensuring that capacity, compute, and revenue plans remain aligned under uncertainty. This is a portfolio-level role where your analysis directly dictates how billions in potential revenue are structured, recognized, and optimized over time.

Key facts

What you'll do

• Architect an integrated financial view of B2B monetization for the API Platform and other products, mapping how pricing, packaging, channel mix, usage patterns, discounts, credits, and contractual commitments collectively drive revenue and contribution margin.
• Engineer and sustain complex driver-based financial models that translate customer usage and product mix into precise revenue, cost, and margin forecasts, enabling scenario-based decision making under ambiguity.
• Construct financial lenses for B2B compute demand and margin planning, surfacing risk and opportunity signals that inform capacity allocation, resource deployment, and portfolio economics.
• Lead the financial evaluation of OpenAI's most consequential enterprise agreements, analyzing commercial terms, discount structures, credit programs, usage commitments, and long-term profitability implications at both deal and portfolio levels.
• Design decision frameworks, guardrails, and operating routines for pricing, discounting, credits, and enterprise commitments, embedding financial discipline into cross-functional workflows.
• Partner with Product, GTM, Strategic Deal Desk, Compute Finance, Capacity Planning, Data, and Accounting to operationalize insights, aligning incentives and definitions across teams.
• Convert messy, real-world data into clear, data-driven recommendations, scenarios, forecasts, dashboards, and executive narratives that clarify tradeoffs and accelerate strategic choices.
• Elevate B2B metrics and the underlying data systems that leaders rely on to manage growth, profitability, and financial performance across the business.
• Apply first-principles financial thinking to usage, pricing, discounts, revenue, variable costs, unit economics, and contribution margin, ensuring models reflect real business mechanics.
• Leverage comfort with compute, capacity, and product-economics tradeoffs to navigate AI and infrastructure business models where usage intensity directly shapes financial outcomes.

Requirements

• Bring 10 or more years of experience in strategic finance, product or commercial finance, investment banking, private equity, or another analytically rigorous discipline where complex financial judgment is required.
• Demonstrate direct ownership of strategic finance, product finance, commercial finance, pricing and monetization, or product P&Ls within a complex B2B environment.
• Exhibit exceptional first-principles financial modeling across usage, pricing, discounts, revenue, variable costs, unit economics, and contribution margin, with a clear ability to convert intricate analysis into executive decisions.
• Show sound commercial judgment around pricing, discounting, credits, enterprise commitments, customer profitability, and the nuanced tradeoffs between growth velocity and margin protection.
• Prove experience influencing consequential enterprise deals, product roadmaps, resource allocations, or investment choices, backed by clear, data-backed financial recommendations.
• Display comfort working through compute, capacity, and product-economics tradeoffs, with particular value placed on experience in AI, cloud, infrastructure, usage-based, or other compute-intensive B2B business models.
• Maintain a track record of deep cross-functional partnership across Product, GTM, Deal Desk, Data, and Accounting, including the ability to persuade senior leaders when incentives or priorities diverge.
• Communicate with precision and executive presence, combining strong financial instincts, meticulous attention to detail, and a hands-on approach to transforming ambiguous questions into actionable workstreams.
• Work fluently with messy data, defining durable metrics and constructing useful dashboards, while leveraging SQL, analytics tooling, and practical applications of AI to accelerate financial workflows.

Nice to have

• Experience influencing large-scale, multi-year enterprise deals where financial structure directly shapes commercial outcomes.
• Prior work building financial models for usage-based or subscription-based businesses with significant variable cost components.
• Familiarity with AI or cloud business models where compute capacity directly constrains revenue and margin decisions.
• A history of collaborating closely with Data and Analytics teams to define metrics, instrumentation, and reporting that drive financial rigor.

Practical notes

This role is based in San Francisco, California, and requires physical presence in the office. The position is full-time, and candidates must be eligible to work in the United States without sponsorship. No relocation support or visa sponsorship is available for this role. The posting will remain open until the role is filled, so early candidates are encouraged to apply promptly.