Deal Lead, Special Situations

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About the team

Special Situations builds and grows new businesses, capabilities, and first-of-kind or highly strategic partnerships for OpenAI. We take on opportunities with meaningful upside where the offering, commercial model, partnership structure, or delivery approach still needs to be developed.

We bring together commercial judgment, operating experience, and industry expertise to turn these opportunities into results. Our work spans first engagements, expansion into new markets, and longer-term businesses and partnerships that we help build and scale.

About the role

We’re hiring a Deal Lead to develop and execute some of OpenAI’s most consequential commercial opportunities. You’ll identify where our capabilities can create meaningful value, shape what we offer and how we bring it to market, structure and negotiate partnerships, and drive the work from an initial thesis through launch and growth.

You’ll work closely with Product, Research, GTM, Finance, Legal, and delivery teams to connect customer needs, technical capabilities, and viable economics. This is a hands-on role: you’ll drive the commercial strategy and execution.

In this role, you will:

• Identify and develop high-value opportunities across industries, markets, and emerging capabilities, translating customer needs into concrete AI use cases and commercial opportunities.

• Shape new offerings and business models: define who we serve, what we offer, how we price it, and how we bring it to market.

• Originate and grow customer and partner relationships, building executive alignment around the opportunity, desired outcomes, and path forward.

• Work with FDEs, researchers, Product, and GTM teams to prioritize use cases and define scope, success criteria, resourcing, and a viable delivery approach.

• Structure and negotiate complex partnerships, including revenue sharing, royalties, outcome-based pricing, and other non-standard commercial arrangements.