Deal Lead Jobs

About the team OpenAI’s mission is to ensure that artificial general intelligence benefits all of humanity. OpenAI for Government helps public-sector institutions use advanced AI responsibly to improve services and advance critical missions. The Partnerships team builds the external ecosystem and internal operating mechanisms required to deliver that work at scale. Role Summary We are seeking a Partnerships Operations Lead to build and run the operating foundation for OpenAI for Government’s Partnerships team. This person will serve as the operational connective tissue across the partner team, working closely with Account Directors, Solutions Architects, Revenue Operations, Deal Desk, and other cross-functional stakeholders to move opportunities from initial engagement through agreement and execution. They will help ensure a smooth handoff to Technical Success across accounts by establishing clear readiness criteria, capturing the right commercial and customer context, and aligning teams on partner roles, commitments, dependencies, and success outcomes. The ideal candidate is a true utility player who combines the relationship instincts of a growth oriented builder with the rigor of an exceptional business operator. They thrive in ambiguity, create processes that do not yet exist, and move fluidly between deal execution, workflow design, analysis, and cross-functional coordination. Key Responsibilities Own the end-to-end operating cadence for partner-sourced and partner-influenced opportunities, from intake and qualification through approvals, contracting, launch, and expansion. Build and continuously improve operating processes, standard procedures, stage gates, decision rights, and service expectations that make partner execution faster and more predictable. Operationalize new and existing government partner motions—including cloud providers, resellers, and sell-through models—by translating requirements that differ from standard commercial motions into clear work

Job Title Sales Enablement Lead Job Description Job Posting Description You are responsible for Conduct regular field ride-alongs and customer visit observations to assess sales behaviors, customer engagement quality, and opportunity progression Provide real-time coaching and structured feedback to junior sales on sales lead incubation, objection handling, value communication, opportunity follow-up, and closing discipline Coach senior account sales on advanced solution selling, strategic account planning, stakeholder mapping, C-suite/department head engagement, complex tender strategy, value-based negotiation, and large opportunity conversion Support new sales hires during their first 3–6 months by coaching key customer visits, first deals, and complex tenders management Provide deal coaching for strategic accounts, complex service solution opportunities, competitive replacement projects, MVS-related opportunities, and high-value portfolio selling Identify capability gaps across different sales segments and work with sales leaders to design targeted coaching plans for new hires, low performers, and senior account sales Support low performers through structured improvement plans, regular coaching reviews, and clear performance expectations Capture field insights, customer objections, competitive intelligence, and capability gaps, and provide feedback to the Sales Enablement Lead to improve training content and sales tools Partner with regional sales leaders to ensure coaching priorities are aligned with business targets, funnel health, and execution cadence To succeed in this role, you should have the following skills and experience ： 10+ years of sales, field training, sales management, or commercial coaching experience in healthcare, medical device, pharmaceutical, d

About Supabase Supabase is the Postgres development platform, built by developers for developers. We provide a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. All services are deeply integrated and designed for growth. About the Role The Pre-Sales Solutions Architect (SA) Leader owns the health, direction, and performance of the Solutions Architecture function. Where an individual SA is the technical owner within the sales cycle for their assigned opportunities, the SA Leader is accountable for technical win rate and deal velocity across the entire pre-sales motion — every channel the team supports, and the people who deliver against it. The SA Leader is a player-coach: they carry direct accountability for channel coverage, the most strategic or highest-stakes evaluations, and cross-functional GTM alignment, while spending the majority of their time developing individual SAs so the team's proactive, commercially-sharp approach scales without becoming order-taking. Compensation Note: SA Leader compensation is tied to team-wide ARR bookings — new logo, expansion, and multi-year commitments across every SA's pipeline, not just deals the Leader personally works. The Leader is expected to operate with the same commercial mindset as the team, at portfolio scale. Core Responsibilities People Leadership & Team Development The SA Leader hires, coaches, and grows the SA team so each member operates as a credible, commercially sharp technical partner in the sales cycle. This includes: Hiring and onboarding new SAs, including calibrating them against the channel-specific technical evaluation prompts Running regular 1:1s, reviewing deal strategy, PoC scoping, and objection handling, and giving direct feedback Building and maintaining repeatable playbooks (discovery frameworks, PoC templates, objection/RFP responses, competitive positioning) so quality doesn't depend on tenure Setting and holding the team to a consiste

Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work , and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. . Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings. . See yourself at Twilio Join the team as our next Deal Desk Senior Analyst About the job Twilio is looking for a curious, action-oriented, strong financial analyst for the Deal Desk Team who lives the Twilio Magic to support our North American Go-to-Market motion. This is an exciting role for an individual to gain and expand a broad spectrum of cross-functional interactions and contribute to non-standard commercial agreements by providing rigorous financial governance and structuring. This role partners closely with Finance leadership, Sales, Legal, and Operations to evaluate, structure, and execute deals in a way that is a “win-win” for both customers and Twilio while optimizing corporate margin goals. The ideal candidate is passionate, dedicated, and able to build complex financial models and analyze pricing structures, while providing data-driven, financially sound, and clearly communicated explanations and solutions. Responsibilities In this role, you’ll: Responsibilitie

About the Team OpenAI’s Finance and Revenue Operations organization builds the commercial infrastructure that enables the business to scale with speed, discipline, and financial integrity. Within Revenue Operations, Deal Desk partners closely with Sales, Partnerships, Product, Engineering, Legal, Technical Revenue, Finance, Billing, Order Management, and GTM Systems to turn complex commercial opportunities into executable, scalable transactions. About the Role We are hiring a Strategic Deals & Commercial Architecture Lead — Marketplaces & Partnerships to own the commercial architecture, execution, and governance layer for marketplace-enabled and partner-led transactions. This senior individual-contributor role is for someone who combines enterprise deal judgment, marketplace fluency, analytical rigor, and a builder mindset. You will take shaped opportunities from intake through approval and launch readiness, translating first-of-kind structures into clear economics, executable terms, quote-to-cash requirements, controls, and operating mechanisms. You will partner closely with teams that own business development and partner relationships; this role does not own partner sourcing, pipeline generation, or sales closing. You will support the commercial requirements for onboarding and integration without owning technical delivery. Success is measured both by the decisions and deals you enable and by the durable policies, systems, and controls you leave behind. This role is based in San Francisco, CA. We use a hybrid work model of three office days per week and offer relocation assistance. In This Role, You Will Lead the commercial architecture and execution of complex marketplace-enabled and partner-led enterprise transactions from intake through approval, contracting, launch readiness, and operational handoff. Structure private offers, pricing, fees, incentives, commitments, revenue share, credits, renewals, amendments, and other non-standard or multi-party terms

Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work , and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. . Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings. . See yourself at Twilio Join the team as our next Deal Desk Senior Analyst. About the job Twilio is looking for a curious, action-oriented, strong financial analyst for the Deal Desk Team who lives the Twilio Magic to support our LATAM Go-to-Market motion. This is an exciting role for an individual to gain and expand a broad spectrum of cross-functional interactions and contribute to non-standard commercial agreements by providing rigorous financial governance and structuring. This role partners closely with Finance leadership, Sales, Legal, and Operations to evaluate, structure, and execute deals in a way that is a “win-win” for both customers and Twilio while optimizing corporate margin goals. The ideal candidate is a proactive, driven professional, able to build complex financial models and analyze pricing structures, while providing data-driven, financially sound, and clearly communicated explanations and solutions. Responsibilities In this role, you’ll: Build and analyz

Amplitude is building the operating system for digital product innovation—and our Deal Desk team sits right at the centre of how we monetise that vision.This team partners deeply with Sales, Finance, Legal, and Revenue Accounting to structure smart, scalable deals that accelerate growth without introducing risk. As a Senior Deal Desk Manager, you’ll act as player/coach with a view to progress into a people manager role to lead our International Deal Desk team. You will act as the senior strategic advisor on our most complex international deals and operate with real autonomy — given clear guardrails, but trusted to make the call. You’ll help shape deal strategy, guide pricing and contract decisions, and bring clarity to ambiguity—all while keeping the business moving fast. As a Senior Deal Desk Manager, you will: Support Amplitude’s International Deal Desk team — supporting with hiring, coaching, and setting the bar for how the team partners with Sales, Finance, and Legal Own deal strategy for complex, high-risk international deals, advising Sales leadership on pricing, packaging, contract terms, and negotiation strategy — including setting precedent where policy doesn’t yet exist Review and approve complex non-standard transactions end-to-end, ensuring approvals align with revenue recognition, legal, and operational policy Act as the connective tissue across Sales, Legal, Finance, RevOps, and Accounting, resolving disagreements and driving alignment across time zones Scale the Quote to Order process — codifying best practices and driving adoption of AI tools and automation across the team You'll be a great addition to the team if: You’re genuinely comfortable operating in ambiguity as the senior decision-maker on the ground. You thrive in a fast-paced environment with high-stakes deals that require creative thinking and sound judgment. You build trust with Sales by being a valued partner—creative, collaborative, and solution-oriented—while still holding the line whe

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role As a Deal Desk Strategist, you'll be a key partner to GitLab's Asia-Pacific and Japan (APJ) Sales and Revenue teams, shaping how we structure, quote, and book deals that support our growth. You'll sit at the center of the quote-to-cash process and serve as the subject matter expert for sales-assisted quotes in Salesforce. Yo

Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work , and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. . Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings. . See yourself at Twilio Join the team as our next Deal Desk Senior Analyst. About the job Twilio is looking for a curious, action-oriented, strong financial analyst for the Deal Desk Team who lives the Twilio Magic to support our LATAM Go-to-Market motion. This is an exciting role for an individual to gain and expand a broad spectrum of cross-functional interactions and contribute to non-standard commercial agreements by providing rigorous financial governance and structuring. This role partners closely with Finance leadership, Sales, Legal, and Operations to evaluate, structure, and execute deals in a way that is a “win-win” for both customers and Twilio while optimizing corporate margin goals. The ideal candidate is a proactive, driven professional, able to build complex financial models and analyze pricing structures, while providing data-driven, financially sound, and clearly communicated explanations and solutions. Responsibilities In this role, you’ll: Build and analyz

We’re looking for a collaborative go-getter who gets excited about winning as a team and helping others succeed . You will be part of our small AMER Deal Desk team under the F inance organization . This means you’ll have the opportunity to help create the groundwork for the future success of the team . The Deal Desk works closely with partners in Sales, Revenue Accounting, Legal, and Sales Operation s to close deals that are good for both Asana and our customers . We are experts on our internal processes and requirements and advisors to the sales team on their deals, both from a process and a negotiation perspective . It is our responsibility to relay information and educate our part ners on those processes as well as the specific deals we are involved with . We are obsessed with process improvement in order to help Asana continue to g row, scale, and succeed . This role is based in our San Francisc o office with an office-centric hybrid schedule . The standard in-office days are Monday, Tuesday, and Thursday . Most Asanas have the option to work from home on Wednesday s . Working from home on Fridays depends on the type of work you do and the teams with which you partner . If you're interviewing for this role, your recruiter will share more about the in-office requirements . What you’ll achieve Own the relationship with several sales teams as the primary point person for deal-related questions . Educate the sales team on internal processes and deal negotiation strategies . Identify areas for process improvement and lead projects that help Asana scale effectively . Build strong cross-functional relationships with partner teams, acting as a trusted advisor to identify where support is needed in a deal . About you Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making . 4+ years of experience in a deal desk, finance, contracts, sales operations, or revenu

Who we are About Stripe Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. About the team Deal Pricing is a dedicated global function that provides deal pricing expertise, financial insights, and deal support for negotiated users to Stripe's global Go-to-Market teams. We work to ensure deals create economic value for Stripe by establishing the deal commercial framework for a scaling sales organization, actively supporting large or complex deals, and providing pricing insights and feedback to sales, finance, and product leaders. Deal Pricing frequently works with cross-functional business partners across Operations, Finance and Strategy, and Product and there's constant collaboration with Deal Pricing colleagues across all regions. What you'll do You'll be instrumental in providing thought leadership to regional sales teams and senior executives and continuing to develop our framework, approach, and associated processes in order to achieve mutually beneficial deals with our sold users while mitigating risk to Stripe. In addition to providing key financial insights and recommendations to business partners and Stripe leadership, you'll have a chance to stretch beyond the boundaries of finance through business case development and commercial negotiations with all types of customers across the full suite of Stripe's financial and payment products. Responsibilities Serve as a key financial and strategic thought partner to specific EMEA Go-to-Market sales teams and their leadership in both pricing deals at scale and pricing strategic de

Who we are About Stripe Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career. About the team Global Business Services’ (GBS) primary goal is to ensure operational excellence across deal cycles, increase revenue through the development of transformative commercial constructs, and drive closure of Stripe’s deal portfolio. The team's reach is widespread across Stripe, not exclusive to one sales segment or geographical region; GBS drives change across go-to-market, positively impacting Stripe users and cross-functional teams. GBS’s priorities are set through the direction of Stripe leadership and executive vision, partnership with sales and cross-functional organizations, as well as user feedback and market insights. What you’ll do Stripe's Global Business Services (GBS) team is looking for a Deal Strategist to play a pivotal role in shaping our strategy and commercial operation. In this strategic position, you will be a key partner to our go-to-market teams, providing expert guidance, recommendations, and influence on deal structuring, pricing, and commercial strategy to support strategic decision-making across the region. You will be responsible for deal lifecycle management and supporting cross-organizational alignment. This role requires a background in driving custom commercial and pricing deals to closure, a strong understanding of private pricing frameworks, and experience supporting sales through complex negotiations. The candidate will have experience with subscription, usage-based revenue and hybrid pricing models, pricing str

About the Team OpenAI’s Finance and Revenue Operations organization builds the commercial infrastructure that enables the business to scale with speed, discipline, and financial integrity. Deal Desk operates as the commercial strategy and governance function at the intersection of Sales, Partnerships, Legal, Technical Revenue, Finance, Order Management, Billing Operations, Product, and GTM Systems. We architect complex enterprise transactions, turn ambiguity into executable decisions, and create the guardrails that let the business move quickly with operational and financial discipline. As OpenAI’s enterprise business grows in scale and complexity, Deal Desk defines how novel commercial motions become durable operating capabilities. We convert precedent-setting deal decisions into repeatable policy, controls, workflows, and systems requirements. About the Role We are hiring a Strategic Deals & Commercial Architecture Lead to lead the structuring and governance of OpenAI’s most complex enterprise transactions. This is a senior individual-contributor leadership role for someone with exceptional enterprise deal judgment, operational rigor, and a builder mindset. You will serve as the commercial architect for high-stakes opportunities, translating ambiguous requirements into coherent deal structures, approval strategies, and executable quote-to-cash plans. Your work will shape more than individual transactions. You will establish decision principles and precedent, clarify tradeoffs, and turn recurring patterns into scalable guidance, controls, systems requirements, and enablement. You will own the commercial decision and governance layer that helps strategic opportunities move decisively while managing downstream risk across contracting, billing, revenue recognition, provisioning, reporting, controls, auditability, and customer experience. The right candidate can move seamlessly between advising on a single high-value transaction and improving the operating model be

About the Team OpenAI's Strategic Sourcing team helps the company scale responsibly, efficiently, and at speed. We partner with leaders across Engineering, Research, IT, Systems, Finance, Legal, and other teams to shape commercial strategies, negotiate critical agreements, and build resilient supplier ecosystems. Our work connects technical strategy, commercial judgment, financial discipline, and execution in support of OpenAI's mission. About the Role OpenAI is seeking a Strategic Technology Negotiations Lead to personally lead some of the company's most complex and consequential technology negotiations. This is not a people manager role. It is a senior strategic IC operator role for an expert negotiator who wants to remain close to the work and personally drive high-impact outcomes. We are especially interested in leaders who have managed teams and are intentionally seeking an individual contributor role where their impact comes through judgment, influence, and direct ownership. Rather than owning a fixed category, you will be deployed against high-priority opportunities where deal complexity, commercial stakes, executive visibility, or time pressure require exceptional negotiation leadership. Your initial focus will include data platforms and infrastructure, including data lake and lakehouse technologies, observability, and enterprise SaaS, with flexibility to work across other strategic technology areas. You will lead negotiations from strategy through execution, aligning decision-makers and driving agreements to closure. Many of these negotiations exist within broader supplier and partner ecosystems. You will look beyond the immediate transaction to account for interconnected cost, equity, revenue, partnership, risk, and long-term strategic implications. Success requires strong economics, sound judgment under pressure, executive credibility, and the ability to bring stakeholders with you through difficult decisions. This role is based in San Francisco, CA. We u

About ElevenLabs ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $11B - multiples of 11, always. We have expanded from voice into three main platforms: ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. How we work High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you. AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. Excellence everywhere: Everything we do should match the quality of our AI models. Global team: We prioritize your talent, not your location. What we offer Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible. Growth paths: Joining ElevenLabs means joining a