Head of Business Development and Operations, Gaming

Amazon Luna is looking for an experienced, results-driven Business Development leader to build and scale our 3rd-party (3P) games partnerships organization. In this role, you will lead a team of 10–15 business development professionals responsible for establishing, negotiating, and managing strategic partnerships with 3P games publishers to bring their titles to the Luna platform.

You will structure complex deal frameworks, drive execution to expand Luna's content catalog, and deliver a world-class gaming experience for customers.

This is a high-impact leadership role that requires deep games industry expertise, exceptional business acumen, and the ability to operate with financial rigor in a fast-paced, ambiguous environment.

• Partnership Strategy & Execution:
  Define and execute the 3P content acquisition for Luna, identifying and prioritizing publisher partnerships that maximize customer value and business growth.
• Deal Leadership:
  Lead complex, multi-faceted negotiations with major games publishers, structuring deals that balance competitive economics with long-term strategic value.
• Team Leadership:
  Recruit, develop, and manage a high-performing team of 10–15 business development professionals. Set clear goals, coach talent, and foster a culture of ownership and accountability.
• Financial Rigor:
  In partnership with Content Planning, build financial models underpinning partnership deals, develop business cases, analyze ROI, and ensure all deals meet financial thresholds and contribute to sustainable business growth.
• Cross-Functional Collaboration:
  
  Partner closely with Product, Engineering, Finance, Legal, Marketing, and Content teams to ensure seamless onboarding of 3P titles and alignment of partner priorities with Luna's roadmap.
• Industry Relationships:
  Cultivate and maintain executive-level relationships with publishers, developers, and industry stakeholders. Represent Luna at industry events and conferences.
• Mechanisms & Processes:
  Establish scalable mechanisms for pipeline management, deal review, partner performance tracking, and reporting to senior leadership.
• Market Intelligence:
  Stay current on competitive landscape, industry trends, and emerging opportunities in cloud gaming and the broader games ecosystem.

Amazon Luna is a cloud gaming service that makes it easy for anyone to play high-quality games on the devices they already own—including Fire TV and tablet devices, smartphones, tablets, web browsers, select smart televisions from LG and Samsung, and more--with no need to purchase new gaming consoles or equipment. Luna brings more than 50 games to Prime members at no additional cost, including Game Night, an evolving collection of more than 25 approachable, local multiplayer games designed to bring friends and family together in the living room.

To play Game Night titles, simply scan a QR code on your TV and your smartphone becomes your controller. With simple and responsive touchscreen inputs and support for multiple local players, Game Night offers and easy and approachable way to play whether you’re an experienced gamer of a casual fan.

• 10+ years of building and leading large teams and working in matrixed operating structures experience
• Knowledge of distribution networks and channel P&Ls
• Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent
• 10+ years of experience in business development, partnerships, or related roles within the games or entertainment industry
• 5+ years of people management experience, including managing managers or large teams
• Proven track record of negotiating and closing complex, high-value partnerships or licensing agreements
• Deep knowledge of the games publishing ecosystem, including relationships with major publishers and an understanding of game economics and content licensing models

• 5+ years of managing and developing high performance teams experience
• MBA or advanced degree
• Experience in cloud gaming, game streaming, or platform/marketplace businesses
• Demonstrated ability to set strategic vision and…