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

AWS Global Sales (AGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers, including the public sector.

Are you a strategic GTM leader who brings clarity to complexity? Are you able to diagnose where revenue is being left on the table, the executive presence to influence senior stakeholders across organizational boundaries around a unified go-to-market plan, and the business development acumen to build campaigns that generate pipeline at scale? Can you see across organizational silos, identify where GTM fragmentation is costing the business, and design integrated campaigns that turn specialist expertise into customer outcomes?

The NAMER Go-to-Market (US-GTM) organization is building its Integrated Go-to-Market (I-GTM) function that serves as the strategic campaign engine for how NAMER sells. I-GTM Leads are responsible for identifying where the business can accelerate growth, shaping the GTM themes and priorities that cross-functional teams rally around, designing the campaigns to capture that growth, and influencing specialist sales, partners, marketing, and demand generation to execute as one coordinated motion to create a best-in-class sales motion. This is business development at the operating-model level, which shapes how an entire sales division goes to market, not just pursuing individual deals.

We are seeking an Integrated GTM Lead to serve as the embedded strategic partner to a divisional sales director. You will own the GTM campaign portfolio and aligned Agents (AI) that support your division; influencing cross-functional stakeholders around the right inputs, themes, and customer signals to drive go-to-market priorities. You will define the strategic “what” and “how” in highly ambiguous environments, translate those priorities into campaign strategies, build the GTM packages that enable the field, and orchestrate diverse teams into unified motions that create pipeline and accelerate revenue.

This role sits at the intersection of business development and GTM strategy. It requires someone who can independently set strategic direction for their domain and frame the theses for senior leaders, inventing mechanisms that scale beyond their own scope, and delivering division-level revenue impact through influence rather than authority.

Key job responsibilities
GTM Strategy & Influence:
- Own the go-to-market campaign portfolio and aligned agents for your assigned sales division(s); independently define, which campaigns to launch, sequence, and retire based on pipeline gaps, market signals, and strategic priorities
- Influence senior cross-functional stakeholders (ex. specialist sales leaders, partner leaders, solution architecture leaders, field marketing, demand generation) around the right inputs, themes, and customer signals 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 that aligns diverse organizations around shared priorities, while operating with minimal direction in ambiguous, fast-moving 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 leveraging AI-driven analytics, internal platforms, and third-party market signals to ensure campaigns target accounts with the highest conversion potential
- Create field-ready GTM materials that enable account teams to execute campaign motions that reduce time-to-engagement and protecting field capacity from fragmented, uncoordinated requests
- Design campaign playbooks that prescribe the go-to-market approach, customer engagement model, and partner activation strategy for each motion

Cross-Functional Orchestration:
- Bring together specialist sales, partners, solution architecture, field marketing, and demand generation into a single, accountable campaign team with named ownership and shared goals
- Resolve overlapping go-to-market motions when multiple campaigns target the same accounts or compete for the same specialist capacity—making trade-off decisions and owning the outcome
- Become a trusted partner to Sales Leaders and field sellers, ensuring the campaigns you run are high-quality and 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—identifying which GTM patterns drive outsized results and codifying them into repeatable mechanisms that others adopt
- Translate complex business problems—competing priorities, constrained capacity, overlapping coverage—into clear GTM recommendations for senior leadership, proactively raising the bar for how the organization approaches go-to-market execution

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—market signals show an emerging opportunity in a high-growth domain, and you’re building the case for a new campaign including the target account universe, partner activation model, and resource requirements.

Mid-day, you’re facilitating a cross-functional working session—influencing specialist sales, partners, and marketing around the key themes and customer signals that should drive next quarter’s go-to-market priorities. You’re synthesizing inputs from multiple teams into a unified campaign thesis, building alignment through data and strategic framing rather than hierarchy.

In the afternoon, you’re finalizing a GTM sales package for a campaign launching next week—reviewing the first-call deck, outreach sequence, and competitive positioning with your cross-functional counterparts to ensure the field has everything they need to execute on day one. Before signing off, you’re facilitating a deal review for a complex opportunity within one of your active campaigns, bringing the right experts together to unblock progress.

You think like a consultant, build like a business developer, and measure yourself by the pipeline and revenue your go-to-market campaigns produce.

About the team
AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all
sizes to innovate and expand in the cloud. Our 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. Join us and help us grow.

About AWS

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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?
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Basic Qualifications

- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking

Preferred Qualifications

- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
- Experience working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations

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 https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, CA, San Francisco - 162,700.00 - 220,200.00 USD annually
USA, GA, Atlanta - 147,900.00 - 200,100.00 USD annually
USA, IL, Chicago - 147,900.00 - 200,100.00 USD annually
USA, MA, Boston - 147,900.00 - 200,100.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually