Startups Go - to - market Operations Principal

Startups Go-To-Market Operations Principal

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.