Incentive Operations Lead, AWS

Details

About the Team

OpenAI’s Partnerships organization works closely with strategic cloud providers and ecosystem partners to accelerate adoption of OpenAI products and enable scalable customer success. As OpenAI’s strategic relationship with AWS continues to expand, the team is building the operational foundation required to manage complex incentive funding programs at scale.

Role summary

You will build and run the operating infrastructure that powers OpenAI’s AWS incentive programs. The role owns systems, workflows, controls, and operational processes required to execute AWS funding programs efficiently across internal teams and external partners. You will work at the center of Partnerships, Finance, Procurement, Operations, and GTM teams to ensure AWS incentive funding is deployed accurately, compliantly, and with operational efficiency.

Responsibilities

• Design and operationalize end-to-end workflows for funding requests (intake/submission, eligibility validation, approval routing, partner selection, documentation management, funding tracking and reconciliation).
• Build and manage the operating model to execute AWS incentive funding programs at scale, including Strategic Collaboration Agreement (SCA) funding and broader AWS partner incentive programs.
• Define and implement mechanics for funding delivery across multiple operating paths (AWS-funded reimbursements, OpenAI-funded partner payments, hybrid models).
• Manage submission, validation, and reconciliation of claims and reimbursement requests with AWS to ensure timely and accurate funding recovery.
• Establish auditable procurement, finance, and operational processes that support internal controls and compliance.
• Build and maintain tracking infrastructure for incentive utilization, committed and actual spend, funding forecasts, partner participation, program outcomes, and ROI.
• Partner with Data, Systems, Finance, and Operations teams to automate reporting, ROI measurement, and reconciliation workflows.
• Translate AWS incentive program requirements and policies into repeatable internal processes, tooling, documentation, and field guidance.
• Drive operational excellence by identifying bottlenecks, reducing manual processes, and improving visibility into funding performance.

Requirements

• Experience building operational processes for partner programs, incentive funding, procurement, finance operations, business operations, or related fields.
• Strong attention to detail and experience managing complex workflows with multiple stakeholders and dependencies.
• Experience designing scalable systems and improving operational efficiency through automation and process optimization.
• Strong analytical and organizational skills, with experience managing budgets, claims, reconciliations, and reporting infrastructure.
• Ability to navigate ambiguity and independently create structure in fast-moving environments.
• Strong communication skills across technical, operational, and executive audiences; experience working cross-functionally with Finance, GTM, Partnerships, Operations, and Systems teams.

Preferred qualifications

• 5+ years of experience in operations, finance operations, partner programs, procurement, business operations, or related fields.
• Experience working with AWS incentive programs, Strategic Collaboration Agreements (SCAs), MDF/co-sell funding, or cloud partner ecosystems.
• Experience managing reimbursement processes, claims operations, or partner payment workflows.
• Familiarity with procurement systems, financial controls, and operational compliance processes.
• Experience building operational tooling, dashboards, or reporting systems.
• Strong analytical skills and experience working with large datasets, forecasting, or spend management.
• Familiarity with SaaS, cloud infrastructure, AI, or enterprise technology ecosystems.

Benefits

• Medical, dental, and vision insurance with employer contributions to Health Savings Accounts.
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses.
• 401(k) retirement plan with employer match.
• Paid parental leave and paid medical/caregiver leave.
• Flexible PTO for exempt employees and up to 15 days annually for non-exempt employees.
• 13+ paid company holidays and additional paid company office closures.
• Mental health and wellness support; employer-paid basic life and disability coverage.
• Annual learning and development stipend; daily meals in offices and meal delivery credits as eligible.
• Relocation support for eligible employees; additional taxable fringe benefits may be provided.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. OpenAI values diverse perspectives and is an equal opportunity employer. Background checks will be administered in accordance with applicable law, and reasonable accommodations are available for applicants with disabilities.