Strategic Technology Negotiations Lead

About the Position

Strategic Technology Negotiations Lead

OpenAI is seeking a Strategic Technology Negotiations Lead to personally lead complex technology negotiations from strategy through execution.

Location

• City: San Francisco
• Country: United States
• Remote: No

Employment Type

• Type: Full-time
• Work Location Type: Hybrid

Compensation

• Salary Range: $234K – $295K per year
• Equity: Included
• Benefits:
  • Medical, dental, and vision insurance
  • Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses
  • 401(k) retirement plan with employer match
  • Paid parental leave, medical and caregiver leave
  • Paid time off and holidays
  • Mental health and wellness support
  • Employer-paid basic life and disability coverage
  • Annual learning and development stipend
  • Daily meals in offices and meal delivery credits
  • Relocation support

Responsibilities

• Personally lead complex, high-value technology negotiations from initial strategy through signed agreement.
• Develop fact-based negotiation plans.
• Rapidly synthesize technical requirements, supplier economics, market dynamics, adoption patterns, dependencies, and business priorities.
• Partner with leaders across various teams to establish a unified negotiation strategy.
• Assess negotiations within the broader supplier ecosystem.
• Shape complex deal structures with cost, equity, revenue, partnership, risk, and long-term strategic implications.
• Advise executives through clear, decision-ready narratives.
• Lead supplier engagement at working-team and executive levels.
• Create commercial structures that deliver savings and cost avoidance while improving scalability, flexibility, performance, and risk allocation.
• Turn lessons from major negotiations into reusable playbooks, market intelligence, and stronger negotiation practices.

Requirements

• 10+ years of experience leading complex commercial negotiations in strategic sourcing, technology procurement, strategic partnerships, deal strategy, corporate development, or a related field.
• Expert negotiator who enjoys personally developing the strategy, leading the room, and driving difficult deals to resolution.
• Previously managed or led teams and seeking a senior individual contributor role.
• Experience leading large-scale enterprise software or technology agreements.
• Understanding of enterprise software business models.
• Ability to evaluate a deal across cost, revenue, equity, partnership value, supplier leverage, risk, and long-term ecosystem implications.
• Experience negotiating agreements involving data platforms, infrastructure software, observability, enterprise SaaS, or similarly complex technology categories.
• Ability to engage credibly with deeply technical teams and influence senior executives.
• Effective under pressure, build alignment among stakeholders, and know when to challenge, escalate, create alternatives, or close.

About the Company

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. We are an equal opportunity employer and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

We Offer

• Competitive salary and equity
• Comprehensive benefits package
• Professional growth opportunities
• Collaborative and innovative work environment

Join us in shaping the future of technology.