other
Posted 2 weeks agoDeal Desk Lead, Cloud Marketplaces & Partnerships — AWS Focus
at openai
San Francisco, United StatesHybrid
Requirements
- Deal Desk partners closely with Sales, Partnerships, Legal, Technical Revenue, Finance, Order Management, Billing Operations, Product, and GTM Systems to structure and execute complex enterprise transactions.
- As OpenAI expands its strategic cloud partnership motions (AWS), Deal Desk will play an important role in establishing the commercial workflows, guardrails, and execution mechanisms needed to support partner-led and marketplace-enabled enterprise transactions.
- ABOUT THE ROLE We are hiring a Deal Desk Lead, Cloud Marketplaces & Partnerships — AWS Focus to lead the commercial execution framework for cloud-partner transactions.
- This role will focus on supporting the AWS and OpenAI partnership, including AWS Marketplace and other partner-led enterprise commercial motions.
- You will Translate complex AWS partner-led transactions into executable commercial structures, approvals, and repeatable Deal Desk processes.
- Instead, you will own the Deal Desk execution and governance layer that helps AWS-related opportunities move efficiently without creating unmanaged downstream risk across contracting, billing, revenue recognition, provisioning, reporting, controls, auditability, or customer experience.
- YOU WILL: - Serve as the Deal Desk subject matter expert, partnering cross-functionally to structure and execute complex AWS Marketplace and partner-led enterprise transactions - Establish clear governance and guardrails for partner-led deals, advising on transaction structures and assessing their downstream impact on contracting, billing, and revenue recognition - Translate emerging commercial
- experience in Deal Desk, Commercial Operations, channel sales, or a related enterprise SaaS/cloud-commercial function - Expertise in structuring and executing complex, non-standard enterprise transactions and building scalable processes, controls, and playbooks - Strong command of quote-to-cash (QTC) processes, including the downstream operational and financial impact on contracting, billing, and revenue recognition - Demonstrated ability to assess risk, recommend clear paths forward, and influence senior
- experience with enterprise commercial systems like Salesforce, CPQ, and marketplace tooling PREFERRED
- experience supporting AWS Marketplace transactions (private offers, cloud commitments, billing, etc.) or comparable commercial motions across major cloud ecosystems (Azure, Google Cloud Platform, Snowflake, etc.). - Familiarity with AWS co-sell or partner-led enterprise sales motions and the respective cross-functional
- Experience with marketplace transaction dependencies, including entitlements, provisioning, metering, usage reporting, billing adjustments, reconciliation, and technical revenue/accounting support.
- - Excel at cross-functional coordination and communication for complex, partner-led transactions, eager to strengthen strategic cloud partnerships like AWS.
- About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence
Additional details
- ABOUT THE TEAM OpenAI’s Finance and Revenue Operations organization builds the commercial infrastructure that enables the business to scale with speed, discipline, and financial integrity.
- We help the business move quickly while ensuring commercial agreements are executable, scalable, and supported by strong operational and financial controls.
- This is an individual contributor role for someone who combines strong enterprise deal judgment with operational rigor and a builder mindset.
- You will not own partner relationship management, pipeline generation, or sales closing.
- The right candidate is comfortable moving between complex individual transactions and broader process improvement.
- They can assess risk, recommend practical paths forward, align cross-functional stakeholders, and convert recurring transaction patterns into scalable guidance, controls, systems requirements, and enablement.
- We use a hybrid work model of three days in the office per week and offer relocation assistance to new employees. IN THIS ROLE,
- requirements into scalable quote-to-cash workflows and systems requirements, identifying friction points to drive process improvements and automation - Assess the downstream operational and financial impact of proposed deal structures across contracting, billing, revenue recognition, and auditability - Build repeatable execution mechanisms, including approval matrices, standard operating procedures, and playbooks to strengthen commercial motion - Support private offer structuring and execution on a
- responsibilities (Sales, Partnerships, Legal, Finance, Deal Desk). -
- YOU MIGHT THRIVE IN THIS ROLE IF YOU: - Embrace a builder mindset, driving process improvement, and establishing scalable structures, controls, and repeatable execution mechanisms in a developing commercial motion.