Startups GTM Ops Lead

AWS is seeking a Startups Go-To-Market Operations (GTM Ops) Lead to join our Global Startups GTM Ops team. The team maintains awareness of global trends in technology, startups, and venture capital, leveraging AI-powered analytics to transform intelligence into actionable guidance for the Startups business in an environment of rapid growth and increasing complexity.

About the role

As a trusted advisor to the Startups leadership team, the GTM Ops Lead will surface strategic insights and recommendations from large-scale data across sales coverage, customer segmentation, and competitive dynamics. This role will drive cross-functional initiatives including executive insights and reporting, go-to-market motions, organizational design, incentive compensation modeling, and resource deployment. This role will build and maintain AI agents, applications, and automated workflows to fundamentally improve how the team operates, moving beyond using AI as an assistant to building AI-native solutions that scale the team's impact.

Responsibilities

• Combine strong business acumen with hands-on AI product building skills to drive decision-making with high degrees of ownership and accountability.
• Dive deep into details, leveraging AI tools, advanced analytics, and large datasets to provide actionable insights.
• Design, build, and orchestrate AI agents and automated workflows, including evaluation frameworks and iteration cycles to measure impact.
• Develop AI-native applications or products in a business context, ensuring quality and scalability.
• Deliver executive insights to senior leaders, handling ambiguous requests with tight timelines and high accuracy standards.
• Triage ad-hoc requests from leadership, set expectations, and flag risks early.
• Analyze cloud competitive dynamics and startup ecosystem lifecycle stages to make high-judgment calls with precision.
• Present data-driven recommendations to senior management with strong written and verbal communication.
• Manage multiple concurrent projects in ambiguous environments, driving them to completion.
• Collaborate and influence diverse stakeholders including sales, operations, business development, technical, marketing, partner, finance, HR, and legal teams worldwide.

Requirements

• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field.
• 3+ years of experience in Sales Operations, Strategy, Finance, Business Development, or analytical roles within technology companies.
• Experience in scripting for automation (e.g., Python), SQL, and Excel for manipulating and analyzing large datasets.
• Demonstrated experience in strategic analysis, translating ambiguous business problems into actionable recommendations, and presenting to senior leadership.
• Experience building AI-native applications, agents, or automated workflows in a business context.
• Deep understanding of the startup ecosystem and lifecycle stages.
• Strong collaboration skills and ability to influence without authority.
• Active user of AI in day-to-day work, with practical understanding of AI output trust boundaries and human validation requirements.

Preferred Qualifications

• Experience working within a high-growth, technology company.
• Familiarity with cloud/AI competitive dynamics and the startup ecosystem.
• Experience with sales CRM tools (e.g., Salesforce) and defining or implementing sales processes and procedures.
• Experience in executive reporting with high accuracy and data traceability standards.
• Strong understanding of Amazon's operational model and mechanisms.

About the team

AWS values diverse experiences and encourages candidates from non-traditional career paths to apply. The AWS Global Startups GTM Ops team focuses on transforming intelligence into actionable guidance for the Startups business, leveraging AI-powered analytics in a rapidly evolving environment.

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 (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 events and learning experiences, including Conversations on Race and Ethnicity (CORE) and AmazeCon conferences.
• Mentorship and career growth resources.

Pay

• USA, CA, San Francisco: $96,900.00 - $169,500.00 USD annually.
• USA, WA, Seattle: $88,100.00 - $154,100.00 USD annually.