Senior Go-to-Market Lead, NAMER Go-to-Market

About the role

AWS Global Sales (AGS) is responsible for driving 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.

We are seeking an Integrated GTM Lead to serve as the embedded strategic partner to a divisional sales director. You will own the GTM campaign portfolio and aligned Agents (AI) that support your division; influencing cross-functional stakeholders around the right inputs, themes, and customer signals to drive go-to-market priorities. You will define the strategic “what” and “how” in highly ambiguous environments, translate those priorities into campaign strategies, build the GTM packages that enable the field, and orchestrate diverse teams into unified motions that create pipeline and accelerate revenue. This role sits at the intersection of business development and GTM strategy. It requires someone who can independently set strategic direction for their domain and frame the theses for senior leaders, inventing mechanisms that scale beyond their own scope, 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 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
• 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 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
• Cross-Functional Orchestration
  • 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
• Performance & Strategic Advisory
  • 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

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, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking

Preferred qualifications

• 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

Pay

USA, CA, San Francisco — $162,700.00 – $220,200.00 USD annually