# Deal Desk Lead, Cloud Marketplaces & Partnerships - AWS Focus

**Company:** [OpenAI](https://hotfix.jobs/companies/openai)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $211k – $234k/yr
**Experience:** 7+ years
**Skills:** Salesforce, CPQ, Quote-To-Cash, Deal Desk, Aws Marketplace, Private Offers, Revenue Recognition, Billing Operations, Contracting, Process Automation
**Posted:** 2026-06-25

> Lead Deal Desk execution and governance for AWS Marketplace and partner-led enterprise transactions. Structure complex deals, build scalable QTC processes, and ensure operational and financial controls.

## Job Description

## Responsibilities
- 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
- 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

## Nice-to-Haves
- Deep 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 responsibilities (Sales, Partnerships, Legal, Finance, Deal Desk)
- Experience with marketplace transaction dependencies, including entitlements, provisioning, metering, usage reporting, billing adjustments, reconciliation, and technical revenue/accounting support

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