Job Overview
Location
San Francisco
Job Type
Full-time
Category
Operations
Date Posted
June 26, 2026
Full Job Description
📋 Description
- • As a Deal Desk Lead focused on AWS Marketplaces and Partnerships at OpenAI, you will lead the commercial execution framework for cloud-partner transactions, ensuring complex enterprise deals are structured, governed, and executed with financial integrity and operational discipline.
- • You will serve as the Deal Desk subject matter expert, translating complex AWS partner-led transactions into executable commercial structures, building repeatable processes, approval matrices, and playbooks, while assessing downstream impacts on contracting, billing, revenue recognition, and auditability.
- • You will partner closely with Sales, Partnerships, Legal, Finance, Technical Revenue, Order Management, Billing Operations, Product, and GTM Systems to structure and execute enterprise transactions, supporting OpenAI’s strategic cloud partnership motions without managing pipeline or closing deals.
- • You will drive process improvement by identifying friction points in quote-to-cash workflows, establishing scalable controls and systems requirements, and enabling efficient, low-risk execution of partner-led enterprise opportunities across the AWS ecosystem.
🎯 Requirements
- • Typically 7+ years of individual contributor 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 downstream operational and financial impact on contracting, billing, and revenue recognition
- • Demonstrated ability to assess risk, recommend clear paths forward, and influence senior cross-functional stakeholders (including Sales, Legal, and Finance) without formal authority
- • Hands-on experience with enterprise commercial systems like Salesforce, CPQ, and marketplace tooling
🏖️ Benefits
- • Hybrid work model (three days in the office per week) based in San Francisco, CA
- • Relocation assistance for new employees
- • Opportunity to shape and scale commercial infrastructure for strategic cloud partnerships at a leading AI research and deployment company
- • Exposure to complex enterprise transactions and cross-functional collaboration with Sales, Legal, Finance, and Product teams
- • Role in establishing governance, guardrails, and repeatable execution mechanisms for AWS Marketplace and partner-led motions
Skills & Technologies
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About OpenAI, Inc.
OpenAI is a San Francisco-based artificial intelligence research and deployment company founded in 2015. It develops large-scale AI models such as GPT, DALL-E, and Codex, providing cloud APIs and consumer applications like ChatGPT. Originally established as a non-profit, it later created a capped-profit subsidiary to attract capital while maintaining its mission to ensure artificial general intelligence benefits all of humanity.
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