Senior Go-to-Market Lead, NAMER Go-to-Market
About the role
AWS Global Sales (AGS) drives revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers, including the public sector. The NAMER Go-to-Market (US-GTM) organization is building its Integrated Go-to-Market (I-GTM) function that serves as the strategic campaign engine for how NAMER sells. I-GTM Leads are responsible for identifying where the business can accelerate growth, shaping the GTM themes and priorities that cross-functional teams rally around, designing the campaigns to capture that growth, and influencing specialist sales, partners, marketing, and demand generation to execute as one coordinated motion to create a best-in-class sales motion. This is business development at the operating-model level, which shapes how an entire sales division goes to market, not just pursuing individual deals.
Responsibilities
- Own the go-to-market campaign portfolio and aligned agents for your assigned sales division(s); independently define which campaigns to launch, sequence, and retire based on pipeline gaps, market signals, and strategic priorities
- Influence senior cross-functional stakeholders (e.g. specialist sales leaders, partner leaders, solution architecture leaders, field marketing, demand generation) around the right inputs, themes, and customer signals to shape unified go-to-market priorities
- Synthesize pipeline health, goal attainment trends, competitive dynamics, and customer demand signals into a strategic GTM point of view that aligns diverse organizations around shared priorities, while operating with minimal direction in ambiguous, fast-moving environments
- Identify structural white space where the business is under-penetrated and influence leadership to invest in campaign strategies that close those gaps
- Build end-to-end GTM sales playbooks for each campaign; including executive positioning decks, persona-anchored outreach sequences, competitive battlecards, ROI narratives, and discovery frameworks
- Develop propensity-to-buy account lists leveraging AI-driven analytics, internal platforms, and third-party market signals to ensure campaigns target accounts with the highest conversion potential
- Create field-ready GTM materials that enable account teams to execute campaign motions that reduce time-to-engagement and protect field capacity from fragmented, uncoordinated requests
- Design campaign playbooks that prescribe the go-to-market approach, customer engagement model, and partner activation strategy for each motion
- Bring together specialist sales, partners, solution architecture, field marketing, and demand generation into a single, accountable campaign team with named ownership and shared goals
- Resolve overlapping go-to-market motions when multiple campaigns target the same accounts or compete for the same specialist capacity—making trade-off decisions and owning the outcome
- Become a trusted partner to Sales Leaders and field sellers, ensuring the campaigns you run are high-quality and raise the bar
- Serve as the primary GTM strategist to divisional sales leadership, providing evidence-based recommendations on campaign performance and portfolio investment decisions
- Track campaign outcomes against pipeline creation, conversion rates, and revenue targets—identifying which GTM patterns drive outsized results and codifying them into repeatable mechanisms that others adopt
- Translate complex business problems—competing priorities, constrained capacity, overlapping coverage—into clear GTM recommendations for senior leadership, proactively raising the bar for how the organization approaches go-to-market execution
A day in the life
You might start your morning reviewing campaign performance data and preparing a strategic GTM recommendation for your divisional sales leader—market signals show an emerging opportunity in a high-growth domain, and you're building the case for a new campaign including the target account universe, partner activation model, and resource requirements. Mid-day, you're facilitating a cross-functional working session—influencing specialist sales, partners, and marketing around the key themes and customer signals that should drive next quarter's go-to-market priorities. You're synthesizing inputs from multiple teams into a unified campaign thesis, building alignment through data and strategic framing rather than hierarchy. In the afternoon, you're finalizing a GTM sales package for a campaign launching next week—reviewing the first-call deck, outreach sequence, and competitive positioning with your cross-functional counterparts to ensure the field has everything they need to execute on day one. Before signing off, you're facilitating a deal review for a complex opportunity within one of your active campaigns, bringing the right experts together to unblock progress. You think like a consultant, build like a business developer, and measure yourself by the pipeline and revenue your go-to-market campaigns produce.
Basic qualifications
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
Preferred qualifications
- Experience working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking
- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
- Experience working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
Pay
Base salary range: $162,700.00 – $220,200.00 USD annually. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location.
Benefits
- Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans)
- Employee Assistance Program (EAP), Mental Health Support, Medical Advice Line
- Flexible Spending Accounts
- Adoption and Surrogacy Reimbursement coverage
- 401(k) matching
- Paid time off
- Parental leave