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.

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