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Head of Deal Strategy, EMEAOpenAI · London, UK
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Head of Deal Strategy, EMEA

🗓️ Posted 2026-09-01 London, UK Fulltime Hybrid Consulting Strategy
💰 Salary Not shared 📊 Market 15,000 GBP–25,000 GBP/mo

About the Company

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. AI is an extremely powerful tool that must be created with safety and human needs at its core. OpenAI is dedicated to putting that alignment of interests first - ahead of profit. To achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. Our investment in diversity, equity, and inclusion is ongoing, executed through a wide range of initiatives, and championed and supported by leadership. At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology. Research Services Specialties: artificial intelligence, machine learning

About the Role

OpenAI is seeking a senior, hands-on commercial leader and builder to establish and scale Deal Strategy across EMEA while personally shaping and executing some of our most complex and high-impact commercial opportunities. As AI becomes increasingly important to how organizations operate, the ability to translate sophisticated products and commercial structures into clear, compelling customer narratives is a strategic advantage. This is a builder role that will begin as a high-impact individual contributor. The successful candidate will establish the EMEA Deal Strategy motion hands-on with the potential over time to build and lead a broader regional team. In this role, you will serve as the EMEA Deal Strategy leader and an embedded strategic partner to account teams, with a particular focus on high-value, complex, and first-of-kind deals. You will work directly with sellers and cross-functional partners to personally lead the overall deal strategy, structuring, value narrative, negotiations, and business cases that bring business terms to contractual closure.

Responsibilities

  • ● nal operating model, practical frameworks, tools, and resources that improve the quality, consistency, and scalability of deal execution across the field.
  • ● This role partners closely with Sales, Pricing, Deal Desk, Strategy, Revenue Operations, Finance, Product, and Legal to help OpenAI move quickly, strengthen proposal quality, and navigate complex commercial opportunities effectively.
  • ● In this role, you will:
  • ● Partner directly with EMEA account teams on complex, high-value, and strategic opportunities, from initial deal strategy through customer proposal, negotiation, and deal closure.
  • ● Develop deal strategies that bring together customer priorities, commercial considerations, competitive positioning, and OpenAI's broader business objectives.
  • ● Create executive- and CFO-ready proposals, ROI analyses, value narratives, and business cases for highly complex and/or first-of-kind deals.
  • ● Support critical customer and executive conversations by presenting recommendations, business cases, and the rationale behind proposed commercial approaches.
  • ● Build and maintain practical ROI frameworks, calculators, proposal templates, and value narratives that account teams can apply across opportunities.
  • ● Contribute to scalable deal-support mechanisms, including negotiation playbooks, deal clinics, office hours, and structured intake processes.
  • ● Partner with Pricing, Deal Desk, Finance, Product, Legal, Revenue Operations, Enablement, and Strategy to ensure deal recommendations reflect current products, commercial guidance, and business priorities.
  • ● Turn lessons from strategic and bespoke deals into reusable resources that improve speed, consistency, and seller productivity.
  • ● Apply AI to improve deal workflows and scalability through tools such as automated deal briefs, knowledge retrieval, guided proposal development, and self-service resources.
  • ● Identify recurring themes across strategic deals and share insights that can inform future commercial approaches, field motions, products, and policies.
  • ● You might thrive in this role if you have:
  • ● + years of progressively responsible experience in deal strategy, strategic sales, strategic pricing, commercial strategy, or a related function, ideally with regional or multi-market scope.
  • ● A track record of personally developing deal strategies, customer proposals, ROI models, or business cases that advanced commercial outcomes and created broader organizational impact.
  • ● Strong communication and storytelling skills, with the ability to translate complex products and commercial concepts into clear, compelling customer narratives.
  • ● Financial and analytical rigor, including experience developing ROI analyses and executive- or CFO-ready materials.
  • ● Strong judgment and the ability to bring structure and clarity to ambiguous or highly bespoke commercial situations.
  • ● A hands-on leadership approach: you are comfortable starting as an individual contributor, working directly with account teams and customers in fast-moving deal cycles, and building credibility through execution.
Credential Requirements for United Kingdom
🔴

SRA Solicitors Qualifying Examination (SQE)

Solicitors Regulation Authority

Must have to work
Cost: GBP 4,000–8,000 Timeline: 1–2 years
🔴

ICAEW ACA or ACCA Qualification

ICAEW / ACCA

Must have to work
Cost: GBP 2,000–5,000 Timeline: 3–5 years

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