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 audiences. In 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, 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

- Bachelor's 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

Preferred Qualifications

- 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 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 - 147,300.00 - 199,300.00 USD annually
USA, WA, Seattle - 133,900.00 - 181,200.00 USD annually