Deal Strategy Lead – EMEA

About the role

OpenAI is seeking a senior, hands‑on commercial strategist to support Deal Strategy across EMEA while personally shaping and executing some of the most complex and high‑impact commercial opportunities. The role focuses on establishing and executing the EMEA Deal Strategy motion, working directly with sellers and cross‑functional partners to craft deal strategies, value narratives and business cases.

Key responsibilities

• Partner with EMEA account teams on complex, high‑value opportunities from initial strategy through proposal, negotiation and closure.
• Develop executive‑ready proposals, ROI analyses, value narratives and business cases for first‑of‑kind deals.
• Build and maintain practical ROI frameworks, calculators, proposal templates and value narratives for reuse across the field.
• Contribute to scalable deal‑support mechanisms such as negotiation playbooks, deal clinics and structured intake processes.
• Collaborate with Pricing, Deal Desk, Finance, Product, Legal, Revenue Operations and Strategy to ensure alignment with current products and commercial guidance.
• Apply AI‑driven tools to automate deal briefs, knowledge retrieval and guided proposal development, improving workflow scalability.

Required profile

• 8+ years of experience in deal strategy, strategic sales, pricing or commercial strategy, preferably with regional or multi‑market scope.
• Proven track record of developing deal strategies, customer proposals, ROI models or business cases that drove commercial outcomes.
• Strong communication and storytelling ability to translate complex products and commercial concepts into clear customer narratives.
• Financial and analytical rigor, including experience creating CFO‑ready materials and ROI analyses.
• Hands‑on, execution‑oriented style with comfort operating directly with account teams and customers in fast‑moving deal cycles.
• Experience collaborating across Sales, Finance, Product, Legal, Pricing and Operations to navigate complex commercial decisions.