Startups Go-To-Market Operations Principal

Amazon • Seattle, WA

6d

About The Position

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.

Requirements

• 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.

Nice To Haves

• 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

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.

Benefits

• 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
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level