Startups GTM Operations Lead

AWS is seeking a Startups Go-To-Market Operations (GTM Ops) Lead to join our Startups GTM Ops team. The team delivers strategic insights on global trends in technology, startups, and venture capital, using rigorous analysis to guide the Startup business in how it approaches customers, deploys resources, and competes, all within an environment of rapid growth and increasing complexity.

About the role

As a key analytical partner to the Startup leadership team, the GTM Ops Lead will conduct in-depth analysis across sales coverage, total addressable market, customer segmentation, competitive dynamics, and resource deployment. This role will build models, develop business frameworks, structure ambiguous problems, run scenario analyses, and translate complex data into clear recommendations that drive leadership decisions. They will apply AI tools daily to accelerate analysis, build automated workflows, and generate insights.

Responsibilities

• Structure ambiguous problems and develop frameworks that drive decisions with strong business acumen.
• Think like an operator—understand sales organizations, identify leverage points, and model trade-offs across coverage, compensation, territory design, and investment allocation.
• Independently identify key questions, build analytical approaches, and deliver actionable recommendations.
• Navigate high-pressure environments with ambiguous asks, compressed timelines, and a high bar for accuracy and business judgment.
• Demonstrate deep interest in cloud and AI competitive dynamics, startup ecosystems, and technology market evolution.
• Synthesize complex analysis into concise, decision-ready narratives for executive audiences.
• Present and defend recommendations directly to senior executives and lead executive-level reviews.
• Collaborate and influence across sales, operations, business development, finance, marketing, and global partner teams.
• Actively use AI tools to accelerate work, build models, generate scenarios, automate data pipelines, and produce insights faster.
• Exercise strong judgment on where AI can be trusted and where human validation is essential.
• Build models, create scenario analyses, develop segmentation frameworks, and present structured recommendations under tight deadlines.

Requirements

• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field.
• 5+ years of experience in Sales Operations, Strategy, Finance, Business Development, or analytical roles within technology companies.
• Experience building financial models, solving complex problems quantitatively, and developing actionable data-driven business recommendations.
• Experience working with large-scale data tools (e.g., SQL, Python, Excel) and producing executive-level written materials for senior audiences.
• Experience in GTM strategy, including coverage/segmentation strategy, resource allocation, incentive compensation modeling, or territory planning.

Preferred Qualifications

• Experience in the startup ecosystem (VC, startup operations, or startup-focused roles at technology companies).
• Familiarity with cloud/AI competitive dynamics and how technology markets evolve.
• Experience working in a matrixed environment, influencing strategy and achieving goals across the organization.
• MBA or equivalent experience.
• Previous Amazon experience, particularly in strategic or analytical roles.
• Active use of AI/GenAI tools to accelerate analysis, scenario modeling, and workflow automation.

About the team

AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and continue to innovate, powering businesses from startups to Global 500 companies with our robust suite of products and services.

Here at AWS, we foster a culture of inclusion through employee-led affinity groups and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. We embrace uniqueness and continuously strive to learn and be curious.

We offer endless knowledge-sharing, mentorship, and career-advancing resources to help you develop into a better-rounded professional. Our goal is to become Earth’s Best Employer, supporting work-life harmony and flexibility as part of our working culture.

Benefits

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

Pay

USA, CA, San Francisco: $147,300.00 - $199,300.00 USD annually

USA, WA, Seattle: $133,900.00 - $181,200.00 USD annually

Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on experience, qualifications, and location.