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) for your division, influencing cross-functional stakeholders to drive go-to-market priorities. This role requires diagnosing revenue opportunities, shaping GTM themes, designing integrated campaigns, and orchestrating diverse teams to create pipeline and accelerate revenue. It sits at the intersection of business development and GTM strategy, demanding the ability to set strategic direction, invent scalable mechanisms, and deliver division-level 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 align on inputs, themes, and customer signals for unified GTM priorities.
  • Synthesize pipeline health, goal attainment trends, competitive dynamics, and customer demand signals into a strategic GTM point of view, operating with minimal direction in ambiguous 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 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, uncoordinated 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 GTM motions when multiple campaigns target the same accounts or compete for specialist capacity, making trade-off decisions and owning outcomes.
  • 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 decisions.
  • Track campaign outcomes against pipeline creation, conversion rates, and revenue targets; identify GTM patterns driving outsized results and codify them into repeatable mechanisms.
  • Translate complex business problems (e.g., competing priorities, constrained capacity, overlapping coverage) into clear GTM recommendations for senior leadership.

A day in the life

Your day might start with reviewing campaign performance data and preparing a strategic GTM recommendation for your divisional sales leader—identifying emerging opportunities and building the case for new campaigns. Mid-day, you could facilitate a cross-functional working session to align specialist sales, partners, and marketing on key themes and customer signals for next quarter’s priorities. In the afternoon, you might finalize a GTM sales package for an upcoming campaign or facilitate a deal review for a complex opportunity within an active campaign. You think like a consultant, build like a business developer, and measure success by the pipeline and revenue your campaigns generate.

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 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 Compute, Edge, Hybrid, Security, and/or Networking.
• Experience working with Data & AI related technologies, including AI/ML, GenAI, Analytics, Database, and/or Storage.
• Experience working with Enterprise Application Modernization and Migration technologies, including 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, with options for supplemental life plans).
• Employee Assistance Program (EAP), Mental Health Support, and Medical Advice Line.
• Flexible Spending Accounts (FSA) for healthcare and dependent care.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.
• Sign-on payments and restricted stock units (RSUs).
• Ongoing learning experiences, including affinity groups, mentorship, and career-advancing resources.

Pay

Base salary range: $162,700.00 - $220,200.00 USD annually (for USA, CA, San Francisco). Final compensation will be determined based on experience, qualifications, and location.