AWS is seeking a Startups Go-To-Market Operations (GTM Ops) Principal to join our Startups GTM Ops team. The team is responsible for maintaining awareness of global trends in technology, startups, and venture capital, using this intelligence to guide the Startup business in their approach to startup customers – all within an environment of rapid growth and increasing complexity. As a trusted advisor to the Startups leadership team, the Startups GTM Ops Principal will provide strategic insights and recommendations based on in-depth analysis of sales coverage, total addressable market, customer segmentation, and other key areas. This position will oversee strategic, cross-functional initiatives including go-to-market motions, organizational design, incentive compensation modeling, and resource deployment, while driving operational planning processes and leading executive response efforts.

The successful candidate must have strong startup operations experience, with a deep understanding of the startup ecosystem and life-cycle stages. They must be willing to work directly with sales teams and leverage data and tools while exhibiting high degrees of ownership and accountability. Experience working with large datasets and analytical tools is essential. The role requires exceptional business judgment and the ability to anticipate and address potential challenges proactively. 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 while working autonomously are crucial. They must work effectively with diverse stakeholders, including sales, operations, business development, technical, marketing, partner as well as Finance, HR, and legal. Experience managing complex global programs supporting sales functions in large, multinational technology organizations is essential.

• Key job responsibilities
• Lead strategic initiatives for the SUP Go-To-Market Operations team and serve as a trusted advisor to the Startups leadership team.
• Provide strategic insights and recommendations based on in-depth analysis of sales coverage, total addressable market, customer segmentation, and other key areas.
• Lead cross-functional initiatives including go-to-market motions, organizational design, and resource deployment.
• Lead executive response, deep dive analyses, and operational planning for the Startups business.

Basic Qualifications

• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, or a related field
• 10+ years of Sales Operations, Strategy, Finance, or Business Development experience within startups, venture capital firms, or startup ecosystem organizations
• Proven experience with the development and implementation of programs focused on sales strategy or go-to-market.
• Understanding of Amazon's operational model and mechanisms.
• Strong analytical capabilities and data-driven decision-making skills.

Preferred Qualifications

• MBA or equivalent experience
• Previous Amazon experience, particularly in strategic roles
• Proven track record of exhibiting sound business judgment, driving results through influence, strong analytical skills, and leading data-driven analyses

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 - 175,300.00 - 237,100.00 USD annually
USA, WA, Seattle - 159,400.00 - 215,600.00 USD annually