Job Description

Description AWS is seeking a Startups Go-To-Market Operations (GTM Ops) Leader to head our Startups GTM Ops team. The team is responsible for maintaining awareness of global trends in technology, startups, and venture capital, using this intelligence to guide the Startups business in their approach to startup customers - all within an environment of rapid growth and increasing complexity. As a trusted advisor to the Startups leadership team, the Startups GTM Ops Leader will provide strategic insights and recommendations based on in-depth analysis of sales coverage, total addressable market, customer segmentation, and other key areas. This position will oversee strategic, cross-functional initiatives including go-to-market motions, organizational design, and resource deployment, while driving operational planning processes and leading executive response efforts. Key responsibilities include building and managing a high-performing team of operations professionals. The successful candidate must have strong startup operations experience, with a deep understanding of the startup ecosystem and life-cycle stages. They must be willing to work directly with sales teams and leverage data and tools while exhibiting high degrees of ownership and accountability. Experience working with large datasets and analytical tools is essential. The role requires exceptional business judgment and the ability to anticipate and address potential challenges proactively. The ideal candidate must operate effectively in ambiguous environments, demonstrate success in managing multiple concurrent projects, and drive them to completion. As this role influences team members worldwide, strong collaboration skills and the ability to influence without authority while working autonomously are crucial. They must work effectively with diverse stakeholders, including sales, operations, business development, marketing, partner as well as Finance, HR, and legal. Experience managing complex global programs supporting sales functions in large, multinational technology organizations is essential. Key job responsibilities - Lead and manage the SUP Go-To-Market Operations team, overseeing strategic initiatives and serving as a trusted advisor to the Startups leadership team. - Provide strategic insights and recommendations based on in-depth analysis of sales coverage, total addressable market, customer segmentation, and other key areas. - Lead strategic, cross-functional initiatives including go-to-market motions, organizational design, and resource deployment. - Lead executive response, deep dive analyses, and operational planning for the Startups business. About the team Diverse Experiences 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. Why AWS? Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Inclusive Team Culture Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness. Mentorship & Career Growth We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud. AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services. Basic Qualifications - 10+ years of Sales Operations, Strategy, Finance, or Business Development experience within startups, venture capital firms, or startup ecosystem organizations. - Proven experience with the development and implementation of programs focused on sales strategy or go-to-market. - Understanding of Amazon's operational model and mechanisms. - Strong analytical capabilities and data-driven decision-making skills. Preferred Qualifications - MBA or equivalent experience - Previous Amazon experience, particularly in strategic roles - Proven track record of exhibiting sound business judgment, driving results through influence, strong analytical skills, and leading data-driven analyses Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company's reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $157,800/year in our lowest geographic market up to $260,800/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit . This position will remain posted until filled. Applicants should apply via our internal or external career site.

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