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

About the role

AWS Global Sales (AGS) drives revenue, adoption, and growth from 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) for your division, influencing cross-functional stakeholders 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 your 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 around shared priorities.
  • 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 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 decisions.
  • Track campaign outcomes against pipeline creation, conversion rates, and revenue targets; identify and codify GTM patterns that drive outsized results.
  • Translate complex business problems (e.g., competing priorities, constrained capacity) into clear GTM recommendations for senior leadership.

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. Mid-day, you facilitate a cross-functional working session to align teams around key themes and customer signals for next quarter’s priorities. In the afternoon, you finalize a GTM sales package for an upcoming campaign and facilitate a deal review for a complex opportunity. You think like a consultant, build like a business developer, and measure success by the pipeline and revenue your campaigns produce.

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. A customer-first approach is central to how AWS 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, and optional supplemental life plans).
• Employee Assistance Program (EAP) and Mental Health Support.
• Flexible Spending Accounts (FSA) and adoption/surrogacy reimbursement coverage.
• 401(k) matching, paid time off, and parental leave.
• Sign-on payments and restricted stock units (RSUs).
• Ongoing learning experiences, mentorship, and career-advancing resources.
• Employee-led affinity groups fostering inclusion and diversity.

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.