Incentive Operations Lead, AWS

OpenAI

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Research Services 👥 201 employees 📍 San Francisco, CA, US Est. 2015

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. AI is an extremely powerful tool that must be created with…

Job Overview

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, we are building the operational foundation required to manage complex incentive funding programs at scale.

We are seeking an Incentive Operations Lead, AWS to build and run the operating infrastructure that powers OpenAI’s AWS incentive programs. This role will own the 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 maximum operational efficiency.

About the Role

As the Incentive Operations Lead, AWS, you will design and operationalize the end-to-end execution model for AWS incentive funding across OpenAI. This includes managing workflows tied to Strategic Collaboration Agreement (SCA) funding, standard AWS partner incentive programs, claims and reimbursement processes, partner payments, spend tracking, and reporting infrastructure.

You will be responsible for building scalable operational systems that enable OpenAI to efficiently deploy, track, reconcile, and optimize AWS incentive investments. This role requires exceptional operational rigor, process design expertise, and the ability to navigate complex cross-functional environments.

This is an ideal opportunity for someone who enjoys building operational infrastructure from the ground up and creating scalable systems that support strategic business growth.

Key Responsibilities

• Build and manage the operating model required to execute AWS incentive funding programs at scale, including both Strategic Collaboration Agreement (SCA) funding and broader AWS partner incentive programs.


• Design and operationalize end-to-end workflows for funding requests, including:


• Intake and submission


• Eligibility validation


• Approval routing


• Partner selection


• Documentation management


• Funding tracking and reconciliation


• Define and implement the mechanics of funding delivery across multiple operating paths, including:


• AWS-funded partner reimbursements


• OpenAI-funded partner payments


• Hybrid funding models


• Manage the 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, compliance requirements, and scalable program execution.


• Build and maintain tracking infrastructure for:


• Incentive utilization


• Committed and actual spend


• Funding forecasts


• Partner participation


• Program outcomes and ROI


• Partner closely with Data, Systems, Finance, and Operations teams to automate reporting, ROI measurement, and reconciliation workflows wherever possible.


• Translate AWS incentive program requirements and policies into repeatable internal processes, tooling, documentation, and field guidance.


• Drive operational excellence across incentive programs by identifying bottlenecks, reducing manual processes, and improving visibility into funding performance.

Required Qualifications

You Might Thrive in This Role If You

• Have experience building operational processes for partner programs, incentive funding, procurement, finance operations, or strategic alliances.


• Are highly detail-oriented and comfortable managing complex workflows with multiple stakeholders and dependencies.


• Enjoy designing scalable systems and improving operational efficiency through automation and process optimization.


• Have strong analytical and organizational skills, with the ability to manage budgets, claims, reconciliations, and reporting infrastructure.


• Can navigate ambiguity and independently create structure in fast-moving environments.


• Communicate clearly and effectively.

Benefits

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.

More details about our benefits are available to candidates during the hiring process.