Cloud Strategy, Operations & Programs Lead

OpenAI•San Francisco, CA

17d•Hybrid

About The Position

As part of the Partner Strategy, Operations & Programs team, this role will help stand up and scale our cloud GTM motion globally. You will shape how we operationalize cloud co-sell and marketplace motions, translate partnership goals into clear workflows and rules of engagement, drive the cross-functional orchestration required to stand up new ways of working, and drive disciplined execution through a global team of specialists. This is a foundational leadership role for someone who understands hyperscaler motions deeply and knows what it takes to operationalize them at scale. You know what it takes to move from early partnership activation to a scalable cloud business: co-sell design, marketplace operations, systems integration, pipeline governance, cloud programs and incentives, commercial and financial implications, and the many cross-functional decisions required to drive the motion end to end.

Requirements

8+ years of experience in GTM Strategy & Operations at a high-growth technology company, with meaningful exposure driving partner / channel / ecosystem motions.
Meaningful depth in hyperscaler ecosystems, including experience helping build or scale co-sell and marketplace motions with major cloud providers; AWS experience strongly preferred.
Deep understanding of the mechanics behind cloud GTM, including opportunity sharing, cloud-led sales and co-sell motions, marketplace and private-offer workflows, systems and data requirements, governance, forecasting, and commercial operations.
Experience leading complex cross-functional initiatives that changed how teams sell, transact, forecast, or operate.
Strong systems thinking, with the ability to translate ambiguous goals into scalable processes, tooling requirements, operating cadences, and measurable outcomes.
Experience building and leading high-performing teams, including globally distributed specialists or operators.
Comfort acting as a strategic advisor, builder, and operator.
Strong communication skills and judgment, including the ability to influence senior stakeholders across both line and cross-functional organizations.
Ability to thrive in high-ambiguity environments where the motion is still being built and refined, and where success requires both depth and range.

Responsibilities

Partner closely with the Head of Cloud GTM Alliances, Partnerships leadership, and cross-functional stakeholders to shape, operationalize, and execute cloud co-sell and marketplace motions.
Translate evolving partnership and go-to-market plans into clear rules of engagement, workflows, governance, handoffs, activation guidance, and execution plans for internal teams.
Serve as the internal subject matter expert on hyperscaler co-sell, marketplace, and related cloud programs, advising teams on both near-term decisions and longer-term scale considerations.
Stand up and evolve the operating model supporting cloud opportunity management, marketplace transactions, and related workflows across the business.
Drive cross-functional orchestration across Sales, Revenue Operations, Deal Desk, Finance, Revenue, Billing & Collections, Legal, Systems, Enablement, and other stakeholders to implement new processes and resolve complex issues.
Define business requirements and partner on the design and implementation of supporting systems, automations, integrations, and data flows needed to scale the cloud GTM motion.
Build and run the operating cadence for the cloud business, including KPI frameworks, dashboards, executive reviews, pipeline inspection, issue management, and decision-making forums.
Identify and operationalize cloud programmatic opportunities, including incentives, funding, international expansion requirements, and the introduction of new products into the motion over time.
Lead and scale a global team of specialists responsible for day-to-day execution across cloud programs and operations.
Drive continuous improvement as the business scales, bringing rigor to exception handling, process refinement, and evolving business requirements.