Startup Specialist GTM Lead

7 days ago

San Francisco, California, United States Amazon Full time


Are you a customer-obsessed builder with a passion for helping Startups achieve their full potential? Do you have the business savvy, Startup background, and tech skills necessary to help position AWS as the best cloud provider for Startups? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization (WWSO) Startup team as a Sr.

Manager of GTM Specialists


The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), which 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.

We work backwards from our customers' most complex, business-critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses.

WWSO teams include technical business development, specialist, and technical solutions architecture.

As part of WWSO, you'll provide expertise across the entire customer life cycle, from accelerating the adoption of established businesses to developing ideas for new services.

We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

The WWSO team helps customers adopt our newest and most advantageous technologies. We are technology specialists. The WWSO Startup team is a team dedicated to helping Startups scale quickly and cost-effectively on AWS.

We want Startups to grow better when they choose AWS and we make it easier by recommending the right technologies and then by helping Startups get up and running quickly.

This position specifically is part of the WWSO Startup team, where you will lead a team of Technical Business Developers that helps Startups adopt AWS' Compute, Generative AI, Database, Storage, and Containers technologies, among others

You will:

  • Hire and Develop the best storytellers and technologists
  • Work with the most promising Startups
  • Guide your team to find ways to scale tech knowledge via products, programs, and the AWS Field
  • Gather critical Startup feedback to inform our product roadmaps.
Key job responsibilities

Roles and Responsibilities:

  • Hire and develop a team of excellent GTM Specialists who work with Startups in the Western United States.
  • Interact at the CxO/VP level, as well as with developers and technical architects, to ease adoption, develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships.
  • Become a trusted business advisor within customer accounts through Technical Thought Leadership.
  • Develop and deploy programs that leverage AWS Field teams, as well as technology and consulting partner channels.
  • Collaborate with AWS Product and Technical teams to create solutions that solve customer problems, including reference architectures, patterns, automation, and release plan.
  • Work with Marketing to develop and align digital marketing campaigns to drive awareness and demand.
We are open to hiring candidates to work out of one of the following locations:

San Francisco, CA, USA

BASIC QUALIFICATIONS

  • Bachelor's degree or equivalent 10+ years' experience leading high-performance teams at a Startup 7+ years of relevant Sales, Product, Consulting and/or Go-To-Market experience. 7+ years of experience with at least two of the following technology categories: Compute, Containers, Analytics, Database, AI/ML, Storage.

PREFERRED QUALIFICATIONS

  • Startup background and experience at a VC or PE-backed firm in a Product, BD, or Sales Executive capacity.
  • Established track record of building rapport with Startup executives and closing strategic deals.
  • Familiarity with open-source software used by Startups and working knowledge of software development tools and methodologies.
  • Strong data-based storytelling skills with a high degree of comfort speaking with Startup executives and developers.
  • Recognized industry expertise in primary discipline(s) with proven public speaking prowess.
  • Cloud expertise as demonstrated by one or more cloud certifications.
  • Advanced degree highly preferred, especially an MBA or MS in CS or Engineering.
Amazon is committed to a diverse and inclusive workplace.

Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

For individuals with disabilities who would like to request an accommodation, please visit


Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets.

The base pay for this position ranges from $174,300/year in our lowest geographic market up to $288,200/year in our highest geographic market.

Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience.

Amazon is a total compensation company.

Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits.

For more information, please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.
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