Principal Tech Business Developer, Finance, AWS Applied AI Solutions GTM

Amazon; Arlington (VA); On-site; USD 176,000 - 238,000; Full time

Job summary

Amazon Web Services, Inc. in Arlington, VA seeks a Principal Tech Business Developer to own the end-to-end GTM strategy for an early-stage applied AI finance solution. You will define the commercial model, target the right finance buyers, and guide the field in building a scalable go-to-market motion.

You will engage CFOs and VP Finance as a domain peer, lead discovery and deal conversations, and partner with product, engineering, and field leadership to drive adoption and success at scale.

Qualifications

• 10+ years of developing, negotiating and executing business agreements.
• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Experience solving problems with technology in Global Financial Services.
• Experience with Data & AI technologies including AI/ML, GenAI, Analytics, Database, and/or Storage.

Responsibilities

• Define and own the end-to-end go-to-market strategy for the applied AI finance solution, including market segmentation and commercial model design.
• Serve as the primary voice of the finance buyer to product and engineering; shape roadmap and priorities.
• Engage CFOs and VP Finance in discovery, validation, and deal leadership for early customers; manage full deal cycle.
• Architect outbound prospecting and build a qualified pipeline of enterprise finance organizations.
• Design playbooks, partner programs, and field enablement to scale the GTM motion.

Skills

Go-To-Market

Business development

Enterprise software sales

CFO engagement

Finance domain expertise

AI/GenAI

Domain authority in finance ops

Education

Bachelor's degree

Job description

Principal Tech Business Developer, Finance, AWS Applied AI Solutions GTM

Job ID: 10526705 | Amazon Web Services, Inc.

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Are you passionate about transforming how enterprises manage their financial operations through the power of agentic AI? Do you envision a future where intelligent automation eliminates the friction in contract-to-cash workflows, accelerates billing cycles, and gives finance teams unprecedented visibility across their revenue operations? Then come help us architect and lead the next generation of AI-powered financial intelligence at AWS.

AWS is seeking a seasoned Principal Tech Business Developer to own and define the go-to-market strategy, commercial model, and customer acquisition engine for an early-stage applied AI solution targeting finance departments at mid-market and enterprise organizations. This role sits at the intersection of emerging technology and strategic GTM leadership. You will take an innovative product through its first inflection point, from validated betas into a scalable commercial motion, establishing the playbooks, partner programs, and executive engagement frameworks the broader field organization will run on. You are the person who architects how the market gets built.

The ideal candidate is a recognized domain authority in finance operations (accounts receivable, billing, contract management, ERP/CLM systems) who has independently built GTM motions from zero in ambiguous, early-stage environments. You have the functional fluency to serve as a credible peer to CFOs, Controllers, and VP Finance leaders, and the strategic vision to translate that domain expertise into product direction, commercial model design, and scalable field enablement. You don't wait for the playbook to be written. You write it, validate it, and build the mechanisms that let others execute it at scale.

This is a strategic leadership role for someone who operates at the intersection of market-making and domain expertise. You will independently architect the GTM motion and commercial model, serve as the primary domain authority guiding product and engineering decisions, carry credibility with C-suite finance buyers as a functional peer, and build the scalable mechanisms, playbooks, and partner programs that become the foundation for a much larger market opportunity. You will work hand-in-hand with product, engineering, solutions architecture, and field leadership to shape both the product and the commercial engine around it.

Key job responsibilities

• GTM Strategy & Commercial Architecture: Define and own the end-to-end go-to-market strategy for the applied AI finance solution, including target market segmentation, commercial model design (pricing, packaging, contract structures), funnel architecture, and stage-gate criteria. Build the strategic framework that translates early customer signals into a repeatable, scalable commercial motion.
• Domain Authority to Product & Engineering: Serve as the primary voice of the finance buyer to the product and engineering organization. Leverage deep domain fluency in contract-to-cash workflows, CLM, ERP, and AR systems to shape product direction, prioritize the roadmap, and ensure the solution addresses real enterprise pain points rather than simply relaying customer feedback.
• Executive Customer Engagement & Deal Leadership: Engage directly with CFOs, Controllers, VP Finance, and AR/Billing Directors as a domain peer. Lead high-stakes discovery, validation, and commercial conversations for pre-GA and early-GA customers. Own the full deal cycle from strategic account targeting through signed beta agreements and first commercial contracts, navigating complex multi-stakeholder buying processes across finance, IT, and procurement.
• Pipeline Development & Market Validation: Architect outbound prospecting strategies and account targeting frameworks. Lead customer discovery to deeply understand contract-to-cash pain points, validate product-market fit across segments, and build a qualified pipeline of enterprise finance organizations. Translate pipeline insights into market intelligence that informs both GTM and product strategy.
• Scalable Mechanisms & Field Enablement: Design and build the playbooks, partner engagement programs, executive engagement formats (e.g., CFO Forums), and field enablement collateral (value propositions, use case narratives, qualification frameworks) that enable the broader field and partner organization to identify, qualify, and refer opportunities at scale.
• Cross-Functional Leadership: Partner with Solutions Architects, Product Management, Engineering, and field leadership across Specialist and Partner teams to align GTM execution with product capabilities, drive feedback loops, and build the organizational connective tissue that scales the business beyond a single contributor.

About the team

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.

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Basic Qualifications

• 10+ years of developing, negotiating and executing business agreements experience
• Bachelor's degree
• 10+ years of solving problems with technology in the Global Financial Services Industry experience
• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 10+ years of professional or military experience
• 10+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
• Experience selling enterprise software or cloud-based applications
• 10+ years of working with Data & AI related technologies, including, but not limited to AI/ML, GenAI, Analytics, Database, and/or Storage experience

Preferred Qualifications

• 14+ years of finance technology, forecast & budgeting, or other finance-focused competency experience
• Experience serving as a recognized domain authority in finance operations (AR, billing, contract management, ERP/CLM), with the ability to engage CFOs and VP Finance as a credible functional peer
• Proven track record of independently architecting and scaling a GTM motion from zero in an early-stage or pre-GA environment, including commercial model design, funnel architecture, and field enablement
• Experience leading executive engagement programs (e.g., C-suite forums, advisory boards) that generate pipeline and deepen strategic customer relationships
• Demonstrated ability to serve as the voice of the customer to product and engineering organizations, shaping product roadmap and priorities through domain expertise rather than simply relaying feedback
• Experience building scalable playbooks, partner programs, and enablement mechanisms that the broader field organization adopted and ran on independently
• Track record of building pipeline and closing deals for early-stage or pre-GA products where no established playbook exists, with demonstrated ability to navigate ambiguity and iterate at scale
• Demonstrated ability to translate complex technical capabilities into compelling business value propositions for non-technical executive buyers, including commercial model positioning and ROI framing

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.

San Francisco Fair Chance Ordinance

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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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, Mountain View - 193,700.00 - 262,000.00 USD annually

USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually

USA, NY, New York - 193,700.00 - 262,000.00 USD annually

USA, TX, Austin - 176,100.00 - 238,200.00 USD annually

USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually

USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually

Preferred Qualifications

• 14+ years of finance technology, forecast & budgeting, or other finance-focused competency experience
• Experience serving as a recognized domain authority in finance operations (AR, billing, contract management, ERP/CLM), with the ability to engage CFOs and VP Finance as a credible functional peer
• Proven track record of independently architecting and scaling a GTM motion from zero in an early-stage or pre-GA environment, including commercial model design, funnel architecture, and field enablement
• Experience leading executive engagement programs (e.g., C-suite forums, advisory boards) that generate pipeline and deepen strategic customer relationships
• Demonstrated ability to serve as the voice of the customer to product and engineering organizations, shaping product roadmap and priorities through domain expertise rather than simply relaying feedback
• Experience building scalable playbooks, partner programs, and enablement mechanisms that the broader field organization adopted and ran on independently
• Track record of building pipeline and closing deals for early-stage or pre-GA products where no established playbook exists, with demonstrated ability to navigate ambiguity and iterate at scale
• Demonstrated ability to translate complex technical capabilities into compelling business value propositions for non-technical executive buyers, including commercial model positioning and ROI framing

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https://www.amazon.jobs/en/faqs#faqs-for-us-government-employees

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