Senior Manager, Order to Cash — AI Products & Cloud Partnerships

OpenAI

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 seeking a Senior Manager to build and scale Order to Cash across OpenAI’s API and ChatGPT businesses, cloud marketplaces, and strategic partnership channels. This role will own end-to-end Order Management and Billing operations across API and ChatGPT while leading OTC readiness and execution for AWS Marketplace, Google Cloud Marketplace, Oracle Cloud Marketplace, GovCloud, and future partner channels. The role will also own the end-to-end Order Management and Billing close, setting the close calendar, readiness standards, review and sign-off expectations, while leading the team responsible for execution. You will oversee the Order Management and Billing lifecycle across API, ChatGPT, marketplace, and partner transactions, spanning commercial readiness, order intake, provisioning, usage and transaction data, pricing validation, invoicing, credits, settlements, and product and partner reporting. Your work will ensure transactions are accurate, timely, complete, and supported by audit-ready controls. This is a leadership role that combines strategic ownership, cross-functional leadership, and hands-on operational execution. You will define the target operating model, lead first-of-kind launches, shape product and systems roadmaps, and oversee the resolution of complex contract modifications, non-standard pricing, usage disputes, reconciliation breaks, settlement variances, and customer- or partner-impacting escalations. You will collaborate with teams across Finance, GTM, Product, Engineering, Legal, Tax, Revenue Systems, and Partner Operations, as well as external marketplace stakeholders. Your work will help create the operational foundation OpenAI needs to scale API, ChatGPT, cloud marketplaces, and new monetization channels globally. This role is based in San Francisco, CA. We use a hybrid work model of three days in the office per week and offer relocation assistance to new employees. In this role, you will: - Own the strategy and end-to-end operating performance across OpenAI’s API and ChatGPT businesses, strategic cloud marketplaces, and partner channels, establishing a consistent operating model that scales across products and relationships. - Lead the end-to-end Order Management and Billing lifecycle across API, ChatGPT, marketplace, and partner transactions, including private offers, order intake, provisioning, usage or transaction ingestion, pricing and discount validation, invoicing, credits, settlements, and reporting. - Design source-to-settlement reconciliation, completeness, and exception-management frameworks across orders, entitlements, usage, pricing, invoices, marketplace reports, settlements, and financial systems. - Own FTE and BPO operating performance across service levels, capacity, quality, controls, close readiness, and escalations; use performance data to strengthen accountability, coaching, and independent execution. - Serve as the accountable DRI for the end-to-end Order Management and Billing close across API, ChatGPT, and Cloud Partnerships, setting the close calendar and readiness criteria and ensuring the team delivers timely execution, reconciliations, review, issue resolution, and sign-off. Partner with Revenue Accounting and Technical Revenue Accounting on contract review, usage validation, invoice verification, revenue recognition requirements, and post-close improvements. - Build and lead a high-performing organization across API, ChatGPT, and Cloud Partnerships, developing leaders and establishing the accountability, operating discipline, and organizational capacity required to scale globally. - Serve as the senior escalation point for Order Management and Billing issues, assessing financial and customer impact, coordinating resolution, identifying root causes, and ensuring durable corrective actions. - Establish scalable controls, approval paths, segregation of duties, audit evidence, and documentation that protect financial integrity while supporting a strong customer and partner experience. - Influence Product, Engineering, Revenue Systems, Finance Systems, GTM, Legal, Tax, Deal Desk, and Partner Operations roadmaps so API, ChatGPT, marketplace, and partner requirements are addressed upstream and scale with the business. - Define operational metrics and executive reporting for billing accuracy, automation, cycle time, backlog, service levels, exceptions, settlements, close readiness and timeliness, partner escalations, BPO quality, control performance, and throughput; use insights to prioritize improvements and drive accountability. - Build durable operating mechanisms—including governance forums, clear ownership models, service levels, standard operating procedures, playbooks, training, capacity plans, quality controls, and escalation paths—and govern repeatable execution through shared-services or external delivery teams. - Lead the process, systems, AI, and automation roadmap across API, ChatGPT, and cloud marketplace Order Management and Billing, increasing touchless processing, reducing manual work and rework, and identifying discrepancies before they create revenue, customer, partner, or close impact. You might thrive in this role if you have: - 10+ years of progressive experience across Order Management, Billing Operations, Order to Cash, Revenue Operations, or Revenue Accounting in a high-growth SaaS, technology, or usage-based business. - 6+ years of direct people-management experience, with a demonstrated ability to build, develop, and lead high-performing teams through growth, complexity, and change. - Deep experience with usage-based or enterprise SaaS billing, API- or product-led monetization, cloud marketplaces, reseller ecosystems, or other complex partner-billing models. Experience with AWS Marketplace, Google Cloud Marketplace, Oracle Cloud Marketplace, Microsoft Commercial Marketplace, or comparable ecosystems is highly relevant. - Strong understanding of quote-to-cash and order-to-cash processes across subscription, consumption-based, committed-spend, private-offer, and indirect or partner-led business models. - Strong command of operational controls, source-to-ledger reconciliations, data completeness, segregation of duties, audit readiness, and the financial risks created by upstream or downstream process failures. - Hands-on experience with CRM, CPQ, contracting, billing, payment, ERP, and data platforms such as Salesforce, Oracle Fusion, NetSuite, Stripe, Metronome, or comparable systems, as well as marketplace APIs, reports, or settlement data. - Experience defining or governing scaled service delivery through shared-services, offshore, or external teams, including service levels, enablement, capacity planning, quality assurance, performance management, and escalations. - The ability to set direction, make sound risk-based decisions, and influence senior stakeholders across Finance, Product, Engineering, GTM, Legal, Tax, and external partner organizations. - Exceptional analytical and executive communication skills, with the judgment to simplify complex issues, navigate ambiguity, manage competing priorities, and remain hands-on when the business requires it. 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. 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