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 as the strategic campaign engine for how NAMER sells.

As an Integrated GTM Lead, you will serve as the embedded strategic partner to a divisional sales director. You will own the GTM campaign portfolio and aligned Agents (AI) supporting your division, influencing cross-functional stakeholders around inputs, themes, and customer signals to drive go-to-market priorities. This role requires setting strategic direction, framing theses for senior leaders, and delivering division-level revenue impact through influence rather than authority.

Responsibilities

• GTM Strategy & Influence
  • Own the go-to-market campaign portfolio and aligned agents for assigned sales division(s); define, sequence, and retire campaigns 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) 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, aligning diverse organizations in ambiguous environments.
  • Identify structural white space where the business is under-penetrated and influence leadership to invest in campaign strategies that close gaps.
• GTM Playbook Development
  • 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 using AI-driven analytics, internal platforms, and third-party market signals to target high-conversion accounts.
  • Create field-ready GTM materials to reduce time-to-engagement and protect field capacity from fragmented requests.
  • Design campaign playbooks prescribing the go-to-market approach, customer engagement model, and partner activation strategy.
• Cross-Functional Orchestration
  • Bring together specialist sales, partners, solution architecture, field marketing, and demand generation into a single, accountable campaign team with shared goals.
  • Resolve overlapping go-to-market motions when multiple campaigns target the same accounts or compete for specialist capacity.
  • Become a trusted partner to Sales Leaders and field sellers, ensuring high-quality campaigns that raise the bar.
• Performance & Strategic Advisory
  • Serve as the primary GTM strategist to divisional sales leadership, providing evidence-based recommendations on campaign performance and portfolio investment.
  • Track campaign outcomes against pipeline creation, conversion rates, and revenue targets; codify repeatable mechanisms for outsized results.
  • Translate complex business problems (e.g., competing priorities, constrained capacity) into clear GTM recommendations for senior leadership.

Qualifications

Basic Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience managing programs across cross-functional teams, building processes, and coordinating release schedules.
• Experience working with Core Cloud Technology Services (e.g., Compute, Edge, Hybrid, Security, Networking).

Preferred Qualifications

• Experience working with Data & AI technologies (e.g., AI/ML, GenAI, Analytics, Database, Storage).
• Experience working with Enterprise Application Modernization and Migration technologies (e.g., Mainframe, Serverless, Containers, Cloud Operations).

About the Team

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand. The team empowers customers by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand unique challenges and craft innovative solutions that accelerate success.

Why AWS?

• Inclusive Team Culture: AWS fosters a culture of inclusion through employee-led affinity groups, learning experiences, and events like Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity).
• Mentorship & Career Growth: Access to knowledge-sharing, mentorship, and career-advancing resources to develop into a well-rounded professional.
• Work/Life Balance: AWS values work-life harmony, offering flexibility to support well-being at work and home.

Benefits

Amazon offers comprehensive benefits, including:

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D, and optional supplemental life plans).
• Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
• Flexible Spending Accounts (FSAs).
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.
• Sign-on payments and restricted stock units (RSUs).

Pay

Base salary range for this position in San Francisco, CA: $162,700 – $220,200 USD annually.