Strategic Technology Negotiations Lead

The role

You will personally lead complex and consequential technology negotiations from strategy through execution. You will focus on high-priority opportunities including data platforms, infrastructure, observability, and enterprise SaaS.

What you will do

• Lead complex, high-value, and business-critical technology negotiations from strategy to signed agreement.
• Develop fact-based negotiation plans defining objectives, leverage, and escalation paths.
• Synthesize technical requirements, supplier economics, and market dynamics.
• Partner with leaders across Engineering, Research, IT, Systems, Finance, and Legal to establish unified strategies.
• Assess negotiations within the broader supplier ecosystem to identify interconnected relationships.
• Shape complex deal structures involving cost, equity, revenue, partnership, and risk.
• Advise executives through decision-ready narratives covering strategy, impact, and risks.
• Lead supplier engagement at working-team and executive levels.
• Create commercial structures that deliver savings and cost avoidance.
• Turn lessons from negotiations into reusable playbooks and market intelligence.

Required qualifications

• 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 can develop strategy and lead difficult deals to resolution.
• Experience managing or leading teams.
• Experience leading large-scale enterprise software or technology agreements with sophisticated pricing, commitment, licensing, consumption, or partnership structures.
• Understanding of enterprise software business models including usage-based pricing, multi-year commitments, ramp structures, pooled consumption, growth protections, and performance-based economics.
• Ability to evaluate deals across cost, revenue, equity, partnership value, supplier leverage, and risk.
• Experience negotiating agreements involving data platforms, infrastructure software, observability, or enterprise SaaS.
• Ability to engage with technical teams and influence senior executives.

Benefits

• Relocation assistance

About the company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. The Strategic Sourcing team helps the company scale responsibly, efficiently, and at speed.