Senior Tech Business Developer, Finance, AWS Applied AI Solutions GTM

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains providing the business and technical expertise to help our customers succeed. Partner teams own the strategy recruiting development and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Are you passionate about transforming how enterprises manage their financial operations through the power of agentic AI Do you envision a future where intelligent automation eliminates the friction in contract-to-cash workflows accelerates billing cycles and gives finance teams unprecedented visibility across their revenue operations Then come help us bring the next generation of AI-powered financial intelligence to market at AWS.

AWS is seeking an experienced Tech Business Developer to drive pipeline development and customer acquisition for an early-stage applied AI solution targeting finance departments at mid-market and enterprise organizations. This role sits at the intersection of emerging technology and go-to-market execution you will take an innovative product from initial customer discovery through validated pipeline signed beta agreements and first commercial contracts. You are the person who makes the market real.

The ideal candidate combines a strong understanding of finance operations (accounts receivable billing contract management ERP/CLM systems) with proven ability to develop pipeline and close deals in ambiguous early-stage environments. You thrive when the playbook hasnt been written yet you write it. You are comfortable engaging with CFOs Controllers and VP Finance leaders to identify pain points articulate a compelling vision and guide customers from curiosity to commitment.

This is not a mature-market quota-carrying role. This is a builder role where you will develop the GTM motion from the ground up: identify and qualify target accounts build outbound prospecting motions navigate complex enterprise stakeholder environments and close the agreements that prove product-market fit. You will work hand-in-hand with product and engineering teams shape the product roadmap through direct customer feedback and build the commercial foundation that scales into a broader market opportunity.


Key job responsibilities
- Pipeline Development & Customer Discovery: Identify research and engage target accounts through outbound prospecting motions conduct discovery conversations with finance leaders (CFOs Controllers VP Finance AR/Billing Directors) to deeply understand their contract-to-cash pain points validate product-market fit and build a qualified pipeline of enterprise finance organizations
- Deal Progression & Closing: Own the full sales cycle from initial outreach through signed agreements (beta agreements commercial contracts) managing stakeholder alignment objection handling and deal structure in a pre-GA environment
- GTM Motion Building: Develop and iterate on repeatable go-to-market playbooks including target account criteria outreach messaging qualification frameworks stage-gate progression criteria and customer-facing collateral (two-pagers value propositions use case narratives) that enable broader field teams to identify and refer opportunities
- Account Strategy & Execution: Develop and execute account-level strategies for priority customers navigating complex enterprise buying processes and multi-stakeholder decision-making across finance IT and procurement organizations
- Cross-Functional Collaboration: Partner closely with Solutions Architects Product Management and Engineering to translate customer feedback into product priorities ensuring the product roadmap reflects real market needs and the GTM motion is informed by product capabilities

About the team
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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger more collaborative teams. Our continual innovation is fueled by the bold ideas fresh perspectives and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
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Work/Life Balance
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- 5 years of developing negotiating and executing business agreements experience
- 5 years of solving problems with technology in the Global Financial Services Industry experience
- 5 years of Go-To-Market Business Development Sales or Consulting experience
- 5 years of professional or military experience
- 5 years of working with Business Application Technologies including but not limited to End User Compute (EUC) Supply Chain Contact Center as a Service Consumer Data Applications Encrypted Communications and/or Communication Developer Services experience
- Experience selling enterprise software or cloud-based applications
- 5 years of working with Data & AI related technologies including but not limited to AI/ML GenAI Analytics Database and/or Storage experience
- Bachelors degree

- 9 years of finance technology forecast & budgeting or other finance-focused competency experience
- Experience in a finance role including partnering with a variety of stakeholders across the business or experience communicating results to senior leadership
- Experience and record of success in an outbound account management or prospecting role in B2B environments preferably in a solution/technology-related environment
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Track record of building pipeline and closing deals for early-stage or pre-GA products where no established playbook exists comfortable operating with ambiguity and iterating on approach
- Demonstrated ability to translate complex technical capabilities into compelling business value propositions for non-technical buyers

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 Companys reputation. Pursuant to the Los Angeles County 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 youre applying in isnt 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 CA Mountain View - 162700.00 - 220200.00 USD annually
USA NY New York - 162700.00 - 220200.00 USD annually
USA TX Austin - 147900.00 - 200100.00 USD annually
USA VA Arlington - 147900.00 - 200100.00 USD annually
USA WA Seattle - 147900.00 - 200100.00 USD annually