Senior Go-to-Market Lead, NAMER Go-to-Market

AWS Global Sales (AGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers, including the public sector.

Are you a strategic GTM leader who brings clarity to complexity? Are you able to diagnose where revenue is being left on the table, the executive presence to influence senior stakeholders across organizational boundaries around a unified go-to-market plan, and the business development acumen to build campaigns that generate pipeline at scale? Can you see across organizational silos, identify where GTM fragmentation is costing the business, and design integrated campaigns that turn specialist expertise into customer outcomes?

The NAMER Go-to-Market (US-GTM) organization is building its Integrated Go-to-Market (I-GTM) function that serves as the strategic campaign engine for how NAMER sells. I-GTM Leads are responsible for identifying where the business can accelerate growth, shaping the GTM themes and priorities that cross-functional teams rally around, designing the campaigns to capture that growth, and influencing specialist sales, partners, marketing, and demand generation to execute as one coordinated motion to create a best-in-class sales motion. This is business development at the operating-model level, which shapes how an entire sales division goes to market, not just pursuing individual deals.

We are seeking an Integrated GTM Lead to serve as the embedded strategic partner to a divisional sales director. You will own the GTM campaign portfolio and aligned Agents (AI) that support your division; influencing cross-functional stakeholders around the right inputs, themes, and customer signals to drive go-to-market priorities. You will define the strategic "what" and "how" in highly ambiguous environments, translate those priorities into campaign strategies, build the GTM packages that enable the field, and orchestrate diverse teams into unified motions that create pipeline and accelerate revenue.

This role sits at the intersection of business development and GTM strategy. It requires someone who can independently set strategic direction for their domain and frame the theses for senior leaders, inventing mechanisms that scale beyond their own scope, and delivering division-level revenue impact through influence rather than authority.

Key job responsibilities

GTM Strategy & Influence:

• Own the go-to-market campaign portfolio and aligned agents for your assigned sales division(s); independently define, which campaigns to launch, sequence, and retire based on pipeline gaps, market signals, and strategic priorities
• Influence senior cross-functional stakeholders (ex. specialist sales leaders, partner leaders, solution architecture leaders, field marketing, demand generation) around the right inputs, themes, and customer signals to shape unified go-to-market priorities
• Synthesize pipeline health, goal attainment trends, competitive dynamics, and customer demand signals into a strategic GTM point of view that aligns diverse organizations around shared priorities, while operating with minimal direction in ambiguous, fast-moving environments
• Identify structural white space where the business is under-penetrated and influence leadership to invest in campaign strategies that close those gaps

GTM Playbook Development:

• Build end-to-end GTM sales playbooks for each campaign; including executive positioning decks, persona-anchored outreach sequences, competitive battlecards, ROI narratives, and discovery frameworks
• Develop propensity-to-buy account lists leveraging AI-driven analytics, internal platforms, and third-party market signals to ensure campaigns target accounts with the highest conversion potential
• Create field-ready GTM materials that enable account teams to execute campaign motions that reduce time-to-engagement and protecting field capacity from fragmented, uncoordinated requests
• Design campaign playbooks that prescribe the go-to-market approach, customer engagement model, and partner activation strategy for each motion

Cross-Functional Orchestration:

• Bring together specialist sales, partners, solution architecture, field marketing, and demand generation into a single, accountable campaign team with named ownership and shared goals
• Resolve overlapping go-to-market motions when multiple campaigns target the same accounts or compete for the same specialist capacity-making trade-off decisions and owning the outcome
• Become a trusted partner to Sales Leaders and field sellers, ensuring the campaigns you run are high-quality and raise the bar

Performance & Strategic Advisory

• Serve as the primary GTM strategist to divisional sales leadership, providing evidence-based recommendations on campaign performance and portfolio investment decisions
• Track campaign outcomes against pipeline creation, conversion rates, and revenue targets-identifying which GTM patterns drive outsized results and codifying them into repeatable mechanisms that others adopt
• Translate complex business problems-competing priorities, constrained capacity, overlapping coverage-into clear GTM recommendations for senior leadership, proactively raising the bar for how the organization approaches go-to-market execution

A day in the life

You might start your morning reviewing campaign performance data and preparing a strategic GTM recommendation for your divisional sales leader-market signals show an emerging opportunity in a high-growth domain, and you're building the case for a new campaign including the target account universe, partner activation model, and resource requirements.

Mid-day, you're facilitating a cross-functional working session-influencing specialist sales, partners, and marketing around the key themes and customer signals that should drive next quarter's go-to-market priorities. You're synthesizing inputs from multiple teams into a unified campaign thesis, building alignment through data and strategic framing rather than hierarchy.

In the afternoon, you're finalizing a GTM sales package for a campaign launching next week-reviewing the first-call deck, outreach sequence, and competitive positioning with your cross-functional counterparts to ensure the field has everything they need to execute on day one. Before signing off, you're facilitating a deal review for a complex opportunity within one of your active campaigns, bringing the right experts together to unblock progress.

You think like a consultant, build like a business developer, and measure yourself by the pipeline and revenue your go-to-market campaigns produce.

About the team

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all

sizes to innovate and expand in the cloud. Our team empowers every customer to grow by

providing tailored service, unmatched technology, and unwavering support. We dive deep

to understand each customer"s unique challenges, then craft innovative solutions that

accelerate their success. This customer-first approach is how we built the world"s most

adopted cloud. Join us and help us grow.

About AWS

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