From Amazon's posting. “We” and “our” refer to the employer.
Are you excited about helping the fastest growing startups build the data foundation behind their AI? AWS is seeking a Go-to-Market (GTM) Specialist for Data & AI on the Worldwide Specialist Organization (WWSO) Startup team, to lead the motions that scale adoption of the AWS data and AI portfolio across startups in North America.
Modern AI is only as good as the data behind it, and you will own how GenAI native startups choose and scale that foundation: operational databases like Amazon Aurora, Amazon RDS, and Amazon DynamoDB; analytics and lakehouse services; and the vector search, semantic layers, and retrieval services that give models and AI agents memory and context.
You will be the subject matter expert who helps founders and engineering teams make the right data architecture decisions for their AI workloads: selecting database engines, designing retrieval augmented generation and vector search, structuring pipelines and zero ETL integrations, and balancing performance, scale, and cost from prototype to production. You will connect these choices to the GenAI and agentic applications startups are racing to launch, so that every AI opportunity also lands on the right AWS data services.
You will 1/ be the best storyteller and technologist for AI ready data in the startup ecosystem, 2/ connect data and analytics services to the GenAI workloads startups are building, 3/ scale your technical depth across thousands of startups through sales plays, enablement, and data driven mechanisms, and 4/ bring startup feedback to the Data & AI product teams to shape the roadmap.
You bring a strong technical foundation in data and AI, the business acumen to drive adoption, and the credibility to engage developers, data scientists, founders, and C level executives alike.
Key job responsibilities
Own the startup Data & AI GTM strategy across North America for Startups, including market sizing, segmentation, sales plays, and pipeline goals.
Drive data attach on GenAI opportunities, helping startups choose the right foundation for RAG, vector search, semantic data, and agent memory across Aurora, DynamoDB, OpenSearch, and analytics services.
Build propensity based campaigns and AI powered mechanisms that activate account managers on high potential startups and measure conversion to pipeline and revenue.
Engage founders, CTOs, and engineering leaders on data modernization and migrations that unblock their AI roadmaps.
Partner with ISVs, model providers, and data platform partners on joint GTM motions for startups.
Run executive customer programs such as startup Data & AI advisory roundtables.
Bring market signals to Data & AI product teams.
A day in the life
You might start by reviewing campaign results and GenAI opportunities that are missing a data line item, then join a startup account team to plan a POC for a vector search workload. Midday you could test a new propensity signal with the BI team and turn it into a seller activation. In the afternoon you might sync with a service team on a customer escalation and prepare a readout for leadership. Your customers are founders and engineering leaders at high growth startups, and your partners are account managers, specialist SAs, partners, and product teams.
About the team
The WWSO Startup team helps startups scale quickly and cost effectively on AWS. As part of AWS Sales, Marketing, and Global Services, we are technology specialists who build go to market plans for the newest AWS services. Our Startup NAMER team covers GenAI, data, and AI for North America startups, working with startup account teams, Specialist SAs, partners, Data & AI product teams, and the VC community. We value curiosity, ownership, and working across AWS as #OneTeam.
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Basic Qualifications
6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
Experience explaining complex technical concepts to various business and technical audiences
Bachelor's degree in a relevant field or equivalent work experience
Preferred Qualifications
Experience interpreting data and making business recommendations across leadership and cross-functional teams
Experience establishing credibility quickly with senior level executives across organizations
Cloud Technology Certification (such as Solutions Architecture, Cloud Security Professional or Cloud DevOps Engineering)
Strong data-based storytelling skills with a high degree of comfort speaking with Startup executives and developers.
Recognized industry expertise in primary discipline(s) with proven public speaking prowess.
Equal Opportunity
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 - 162,700.00 - 220,200.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
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