Go-to-Market Specialist, Sales Workflows

Tech Sales Jobs; Arlington (VA); On-site; USD 148,000 - 200,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

Job summary

Amazon in Arlington, VA seeks a Senior GTM Specialist to drive adoption of tools and AI capabilities within seller workflows for global Ads Sales teams. You will own end-to-end workflow optimization, map seller processes, and build compelling positioning for AI features to increase productivity and revenue impact.

The role partners with Sales leadership, Tech, and Science orgs across continents, focusing on scalable enablement programs and data-driven requirements for 3,000+ global sellers.

Qualifications

• Bachelor's degree and 10+ years in GTM, business development, sales, or consulting.
• Excellent written and verbal communication and presentation skills.
• Experience influencing senior-level stakeholders.
• Strong analytical skills to interpret data and drive enablement strategies.
• MBA and knowledge of AI tools.
• Experience using Salesforce.
• Experience creating and implementing large-scale programs.
• Experience building and driving adoption of new tools.
• Experience identifying and improving business processes.

Responsibilities

• Map and optimize end-to-end seller workflows: Analyze seller workflows to identify efficiency opportunities, recommend AI capabilities, and inform Tech and Science teams' requirements.
• Build cohesive messaging: Create unified positioning for tools and AI capabilities within complete seller workflows, translating technical capabilities into clear productivity and revenue benefits.
• Design and execute scaled enablement programs: Lead quarterly launch events consolidating tool releases for 3,000+ sellers, develop self-service training content, and implement automated strategies using telemetry data to drive adoption among low-usage cohorts.
• Collect and synthesize multi-channel feedback: Aggregate seller inputs through hackathons, Walk the Store events, Sales leader feedback, and data-driven feedback from adoption, translating insights into prioritized Tech/Product requirements.
• Partner with Sales leadership and cross-functional teams to lead change management: Collaborate with Sales leaders globally to align adoption goals and manage relationships. Drive adoption of new AI-powered workflows to transform the ways sellers sell.

Skills

GTM strategy

Stakeholder management

Communication

Data analysis

Program management

Sales enablement

Process improvement

Education

Bachelor's degree

MBA

Tools

Salesforce

AI tools

Job description

Qualifications

• Bachelor's degree
• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience with written and verbal communication and presentation
• Experience working with and influencing senior level stakeholders
• Strong analytical skills with demonstrated ability to interpret data and form actionable enablement strategies or feedback themes for Tech and Science teams
• MBA
• Knowledge of general AI tools
• Experience using Salesforce
• Experience creating and implementing large-scale programs
• Experience in building and driving adoption of new tools
• Experience identifying and improving business processes

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

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, NY, New York - 162,700.00 - 220,200.00 USD annually

USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually

USA, WA, SEATTLE - 147,900.00 - 200,100.00 USD annually

The Workflows Go-To-Market (WGTM) team partners with Ads Sales leadership and Tech/Science organizations to drive seller efficiency through intuitive workflow design and through scaled adoption of AI-powered Sales tools. The team focuses on Sales workflow expertise, positioning of AI capabilities in the workflows, scaled enablement mechanisms, and comprehensive feedback collection to increase seller productivity and revenue impact across global Ads Sales organizations.

We are seeking a Sr. GTM Specialist to drive adoption of tools and AI capabilities within seller workflows across global Ads Sales teams. This role owns end-to-end workflow optimization, from mapping seller processes and identifying efficiency opportunities to building compelling positioning, executing scaled enablement programs, and synthesizing feedback into actionable product requirements. The ideal candidate combines deep Sales domain expertise with data-driven project management capabilities. You'll partner with Sales leadership, Tech, and Science organizations to increase seller productivity through AI-powered workflows, directly impacting how 3,000+ global sellers work daily with measurable revenue and productivity impact.

This role rewards entrepreneurial thinking, flexibility, detail-orientation, focused prioritization, enthusiasm, and comfort working across continents and time zones.

Key job responsibilities

• Map and optimize end-to-end seller workflows: Analyze seller workflows to identify efficiency opportunities, recommend AI capabilities, and inform Tech and Science teams' requirements.
• Build cohesive messaging: Create unified positioning for tools and AI capabilities within complete seller workflows, translating technical capabilities into clear productivity and revenue benefits that resonate with global Ads sales teams.
• Design and execute scaled enablement programs: Lead quarterly launch events consolidating tool releases for 3,000+ sellers, develop self-service training content, and implement automated strategies using telemetry data to drive adoption among low-usage cohorts.
• Collect and synthesize multi-channel feedback: Aggregate seller inputs through hackathons, Walk the Store events, Sales leader feedback, and data-driven feedback from adoption, translating insights into prioritized Tech/Product requirements.
• Partner with Sales leadership and cross-functional teams to lead change management: Collaborate with Sales leaders globally to align adoption goals and manage relationships. Drive adoption of new AI-powered workflows to transform the ways sellers sell.