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. 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.

Key job responsibilities
The successful candidate must combine strong business acumen with hands-on AI product building skills. They must have a deep understanding of the startup ecosystem and lifecycle stages, and be willing to work directly with sales teams while leveraging AI tools, advanced analytics, and large datasets to drive decision-making with high degrees of ownership and accountability. This is a hands-on role, the candidate must be willing to get their hands dirty and dive deep into the details.

This role requires someone who has built AI-native applications or products. The ideal candidate understands how to design, build, and orchestrate AI agents, implement workflow automation, develop evaluation criteria to ensure quality, measure impact, and iterate on AI solutions in a business context. The candidate should also be an active user of AI in their day-to-day work, with a practical understanding of where AI output can be trusted versus where human judgment and validation are still required.

The candidate should be familiar with the dynamics of building delivering executive insights to senior leaders, where asks are frequently ambiguous, timelines are tight, and the bar for accuracy is high. They should be adept at triaging ad-hoc requests from leadership, setting expectations with requestors, and flagging risks early. They should demonstrate genuine interest in cloud competitive dynamics and the ability to make high-judgment calls with precision and strong attention to detail.
Strong written and verbal communication skills are essential, including experience presenting data-driven recommendations to senior management. 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 are crucial. They must work effectively with diverse stakeholders including sales, operations, business development, technical, marketing, partner, finance, HR, and legal.

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 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

- 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

Preferred Qualifications

- Experience working within a high-growth, technology company
- Experience building and orchestrating AI agents, including evaluation frameworks, iteration cycles, and measuring impact of AI-powered solutions
- 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

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 - 96,900.00 - 169,500.00 USD annually
USA, WA, Seattle - 88,100.00 - 154,100.00 USD annually