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

Amazon Web Services, Inc.; Arlington (VA); On-site; USD 150,000 - 210,000; Full time

Job summary

Amazon Web Services, Inc. is seeking a seasoned Principal Tech Business Developer to own 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, requiring domain authority in finance operations and the ability to translate domain expertise into product direction, scalable field

Responsibilities

• GTM Strategy & Commercial Architecture: Define and own the end-to-end go-to-market strategy, including market segmentation, pricing, packaging, contracts, funnel architecture, and stage-gate criteria.
• Domain Authority to Product & Engineering: Be the primary voice of the finance buyer to product and engineering, shaping roadmap and priorities.
• Executive Customer Engagement & Deal Leadership: Engage CFOs, Controllers, VP Finance, and AR/Billing Directors, lead discovery and negotiations for pre-GA and early-GA customers, own the full deal cycle.
• Pipeline Development & Market Validation: Architect outbound strategies, drive customer discovery, validate product-market fit, build enterprise pipeline.
• Scalable Mechanisms & Field Enablement: Create playbooks, partner programs, executive formats, and field collateral to enable scale.
• Cross-Functional Leadership: Partner with Solutions Architects, Product Management, and Solutions Engineering to align GTM and product efforts.

Job description

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 M