Sr. GTM Specialist, GenAI, Startups, WWSO Startup GTM

Amazon Inc.; San Francisco (CA); Hybrid; USD 150,000 - 190,000; Full time

Job summary

Amazon Web Services, Inc. is seeking a Sr. GTM Specialist for GenAI and startups on the WWSO Startup team to define how North America GenAI native startups discover, adopt, and scale Bedrock.

You will own startup GTM strategy, engage founders and engineering leaders, and partner with model providers, VCs, and accelerators to drive lighthouse customers and revenue.

This role requires deep GTM/BD experience, GenAI domain knowledge, and the ability to articulate the value of GenAI to executives.

Qualifications

• 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 5+ years in technology domains (software, cloud, data/AI).
• Experience designing and executing joint marketing plans with global partners.
• Bachelor's degree or equivalent.
• 5+ years of working with Data & AI technologies including GenAI, analytics, databases, storage.

Responsibilities

• Own the startup GTM strategy for GenAI across North America, including market sizing, sales plays, and pipeline goals.
• Engage founders, CTOs, and engineering leaders to move Bedrock workloads from PoC to production.
• Advise startups on model selection, retrieval augmented generation, agents, fine tuning, and inference cost tradeoffs.
• Work with foundation model providers to build joint GTM and co-selling motions for startups.
• Partner with the WWSO Startup Specialist SA team on demos, POCs, and reference architectures.
• Build best-in-class field enablement and scalable programs with VCs, accelerators, and AWS Activate.
• Bring market signals to GenAI product teams and report GTM execution to AWS leadership.
• Represent AWS as a thought leader at startup and industry events.

Skills

Go-To-Market

Business Development

Sales

GenAI

AI/ML

Education

Bachelor's degree

Job description

Sr. GTM Specialist, GenAI, Startups, WWSO Startup GTM

Job ID: 10576374 | Amazon Web Services, Inc.

Do you want to help define how the next generation of startups builds with generative AI? Join the WWSO Startup team as the Sr. GTM Specialist for GenAI and own how GenAI native startups across North America discover, adopt, and scale on Bedrock, the fully managed service for building with leading foundation models, agents, knowledge bases, and guardrails.

The Worldwide Specialist Organization (WWSO) works backwards from our customers' most complex and business critical problems to build and execute go to market plans that turn AWS ideas into multi billion dollar businesses. In emerging areas, we are the "first in" teams that build markets for new services. On the Startup team, you will 1/ be the best storyteller and technologist for Bedrock in the startup ecosystem, 2/ work with the most promising startups from seed through hypergrowth, 3/ scale GenAI knowledge through sales plays, programs, VCs, accelerators, and the AWS startup field, and 4/ bring critical startup feedback to the GenAI product and model provider roadmaps.

You bring the business savvy, GenAI domain expertise, and technical depth to articulate the value of GenAI to founders, ML engineers, and C level executives alike.

Key job responsibilities

• - Own the startup GTM strategy for GenAI across North America, including market sizing, sales plays, and pipeline goals, orchestrating Sales, Solutions Architects, Partners, and Marketing.
• - Engage founders, CTOs, and engineering leaders to move Bedrock/GenAI workloads from proof of concept to production, land lighthouse customers, and drive revenue.
• - Advise startups on model selection, retrieval augmented generation, agents, fine tuning, and inference cost tradeoffs.
• - Work closely with foundation model providers on GenAI to build joint GTM and co selling motions for startups.
• - Partner with the WWSO Startup Specialist SA team on demos, POCs, and reference architectures for high priority customers.
• - Build best in class field enablement and scalable programs with VCs, accelerators, and AWS Activate.
• - Bring market signals to GenAI product teams, and own reporting on GTM execution to AWS leadership.
• - Represent AWS as a thought leader at startup and industry events.

A day in the life

You might start with a technical deep dive for a Series B founder choosing models for a new agent, then plan a POC with the account team and a Specialist SA. In the afternoon you could sync with a model provider on a joint campaign, review pipeline, and share field signals with the Bedrock product team. Your customers are founders and engineering leaders at GenAI native startups, and your partners are account managers, solutions architects, VCs, and model providers.

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 SUP NAMER team covers GenAI, data, and AI for North America startups, working with startup account teams, Specialist SAs, the VC and accelerator community, Bedrock product teams, and model providers. 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 specific technology domain areas (e.g. software development, cloud computing, systems engineering, infrastructure, security, networking, data & analytics) experience
• - Experience designing and executing joint marketing plans with strategic alliance partners with global footprint
• - Bachelor's degree or equivalent
• - 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML (Artificial Intelligence/Machine Learning), GenAI (Generative AI), Analytics, Database, and/or Storage experience

Preferred Qualifications

• - Experience explaining complex technical concepts to various business and technical audiences