Startups GTM Operations Lead

AWS is seeking a Startups Go-To-Market Operations (GTM Ops) Lead to join our Startups GTM Ops team. The team delivers strategic insights on global trends in technology startups and venture capital using rigorous analysis to guide the Startup business in how it approaches customers deploys resources and competes all within an environment of rapid growth and increasing complexity. As a key analytical partner to the Startup leadership team the GTM Ops Lead will conduct in-depth analysis across sales coverage total addressable market customer segmentation competitive dynamics and resource deployment. This role will build models develop business frameworks structure ambiguous problems run scenario analyses and translate complex data into clear recommendations that drive leadership decisions. They will apply AI tools daily to accelerate analysis build automated workflows and generate insights.

Key job responsibilities
The successful candidate must have exceptionally strong business acumen with the ability to structure ambiguous problems and develop frameworks that drive decisions. They should think like an operator - understanding how sales organizations work where leverage exists and how to model trade-offs across coverage compensation territory design and investment allocation. This role will independently identify the right questions build the analytical approach and deliver recommendations.

The candidate should be familiar with the dynamics of delivering to senior leaders where asks are frequently ambiguous timelines are compressed and the bar for accuracy and business judgment is high. They should demonstrate genuine interest in cloud and AI competitive dynamics startup ecosystems and how technology markets evolve. Strong written and verbal communication skills are essential including the ability to synthesize complex analysis into concise decision-ready narratives for executive addition this role presents and defends recommendations directly to senior executives and leads executive-level reviews. Strong collaboration skills and the ability to influence without authority are crucial as this role works across sales operations business development finance marketing and partner teams globally.

The candidate must be an active user of AI tools to accelerate their work; using AI to build models generate scenarios automate data pipelines and produce insights faster. They should have strong judgment on where AI can be trusted and where human validation is essential. The ideal candidate is comfortable building models creating scenario analyses developing segmentation frameworks and presenting structured recommendations to senior leaders under tight timelines.

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

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- Bachelors degree in Business Administration Finance Economics Computer Science Engineering or related field
- 5 years of experience in Sales Operations Strategy Finance Business Development or analytical roles within technology companies
- Experience building financial models solving complex problems quantitatively and developing actionable data-driven business recommendations
- Experience working with large-scale data tools (e.g. SQL Python Excel) and producing executive-level written materials for senior audiences
- Experience in GTM strategy including coverage/segmentation strategy resource allocation incentive compensation modeling or territory planning

- Experience in the startup ecosystem (VC startup operations or startup-focused roles at technology companies)
- Familiarity with cloud/AI competitive dynamics and how technology markets evolve
- Experience working in a matrixed environment influencing strategy and achieving goals across the organization
- MBA or equivalent experience
- Previous Amazon experience particularly in strategic or analytical roles
- Active use of AI/GenAI tools to accelerate analysis scenario modeling and workflow automation

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.

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 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 San Francisco - 147300.00 - 199300.00 USD annually
USA WA Seattle - 133900.00 - 181200.00 USD annually