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, serving 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.

This is business development at the operating-model level, shaping how an entire sales division goes to market, not just pursuing individual deals.

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, 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, reducing time-to-engagement and protecting 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.

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.

About the team

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud.

Qualifications

• 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.

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and optional supplemental life plans).
• Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
• Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.
• Sign-on payments and restricted stock units (RSUs).
• Ongoing events and learning experiences, including Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences.
• Mentorship and career growth resources.

Pay

Base salary range: $162,700 - $220,200 USD annually (USA, CA, San Francisco). Final compensation will be determined based on experience, qualifications, and location.