Startups GTM Ops Lead

About the Role

AWS is seeking a Startups Go-To-Market Operations (GTM Ops) Lead to join our Global Startups GTM Ops team. The team is responsible for maintaining awareness of global trends in technology, startups, and venture capital, and leveraging AI-powered analytics to transform this intelligence into actionable guidance for the Startup business, all within an environment of rapid growth and increasing complexity.

As a trusted advisor to the Startup leadership team, the Startups GTM Ops Lead will leverage AI tools and advanced analytics to surface strategic insights and recommendations from large-scale data across sales coverage, customer segmentation, and competitive dynamics. This role will use AI to accelerate time‑sensitive executive responses, automate data analyses, and draw insights that inform leadership decisions itionally, they will oversee strategic, cross‑functional initiatives including go‑to‑market motions, organizational design, incentive compensation modeling, and resource deployment.

They will apply AI and automation to drive operational planning processes, identify patterns in market signals, and continuously improve the efficiency of how the team operates.

The successful candidate must have strong sales operations experience, with a deep understanding of the startup ecosystem and lifecycle stages. They must be willing to work directly with sales teams, leveraging AI tools, advanced analytics, and large datasets to surface insights and drive decision‑making, while exhibiting high degrees of ownership and accountability. This is a hands‑on position: the ideal candidate must be willing to "roll up their sleeves" and use AI to accelerate analysis, automate repetitive workflows, and deliver results faster.

Strong written and verbal communication skills are essential, including experience presenting data‑driven recommendations to senior management. The role requires exceptional business judgment and the ability to anticipate and address potential challenges proactively, using AI‑powered signals and predictive analytics where applicable.

The ideal candidate must operate effectively in ambiguous environments, demonstrate success in managing multiple concurrent projects, and drive them to completion. They should have a bias toward automation: identifying opportunities to apply AI and tooling to improve operational efficiency across the team. 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, finance, HR, and legal. Experience managing complex global programs supporting sales functions in large, multinational technology organizations is essential.

• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field.
• Experience defining, refining and implementing sales processes, procedures and policies or equivalent.
• Experience with sales CRM tools such as Salesforce or similar software.
• Experience using Microsoft Excel to manipulate and analyze large sets of data.
• Experience with GenAI tools, AI agent development, or AI‑powered automation platforms, and track record of driving AI adoption or digital transformation initiatives within a sales or operations environment.
• Demonstrated experience in strategic analysis, translating data into actionable business recommendations, and presenting to senior leadership.

• Experience working within a high‑growth, technology company.
• Experience working in a matrixed environment, influencing strategy, and achieving goals by working across the organization.
• Strong understanding of Amazon's operational model and mechanisms.
• Demonstrated experience in strategic analysis, translating data into actionable business recommendations, and presenting to senior leadership.

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally…