Deal Desk Lead, Cloud Marketplaces – AWS Focus

OpenAI

Deal Desk Lead specializing in AWS Marketplace and partner-led enterprise transactions at OpenAI. Leading the execution framework and governance for complex cloud-partner deals.

Posted 6/25/2026full-timeSan Francisco • California • 🇺🇸 United StatesSenior💰 $211,000 - $234,000 per yearWebsite

Tech Stack

Tools & technologies

AWSCloud

About the role

Key responsibilities & impact

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 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 day-to-day basis

Requirements

What you’ll need

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 the 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

Comp & perks

Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend to fuel your professional growth
Daily meals in our offices, and meal delivery credits as eligible
Relocation support for eligible employees
Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

quote-to-cash processesenterprise transactionsprocess improvementsautomationrisk assessmentfinancial impact analysiscontractingbillingrevenue recognitionplaybook development

Soft Skills

influencing stakeholderscross-functional collaborationproblem-solvingcommunicationadvisinggovernance establishmentexecution mechanism buildinganalytical thinkingdecision-makingleadership