Sr GTM Specialist - US Large Channel Customers, Sales GTM (SGTM)

Amazon; Santa Monica (CA); On-site; USD 148,000 - 200,000; Full time

Job summary

Amazon Advertising is seeking a strategic sales enablement leader to drive go-to-market execution for Mid‑Market US. This role represents customer voice to Ads Product, informs roadmap, and develops GTM plays to accelerate advertiser adoption.

The candidate will partner with Product and sales leadership, build scalable playbooks, and push for product narratives that connect capabilities to outcomes. Strong collaboration and communication are essential.

Qualifications

• 5+ years developing, negotiating and executing business agreements.
• 5+ years of professional or military experience.
• Experience developing strategies that influence leadership decisions at the organizational level.

Responsibilities

• Articulate the voice of customer to define product priorities.
• Dive deep to design and deliver repeatable playbooks.
• Summarize findings in written documents for leaders and pacing.
• Consult on product narratives to align with customer and sales feedback.
• Earn trust with sales and align sales motions with ad product priorities.

Skills

Business agreements

Cross-functional leadership

Strategic planning

Data interpretation

Education

Bachelor's degree

Job description

Job ID: 10526694 | Amazon Advertising LLC

Amazon Advertising is dedicated to driving measurable outcomes for advertisers, agencies, and entrepreneurs. Our ad solutions leverage Amazon's innovations and insights to find, attract, and engage intended audiences throughout their daily journeys. If you're interested in joining a rapidly growing team working to build a unique, world-class advertising group with a relentless focus on the customer, you've come to the right place.

The Sales GTM organization is the voice of the customer and the field back to Ads Product, as well as the business owner for driving customer outcomes through adoption of product solutions. This team owns the relationship with each Product org, produces a prioritized set of Sales priorities, and influences requirements, roadmap decisions and trade offs. They develop and implement GTM strategies and sales plays for both existing capabilities and new launches to drive adoption and advertiser maturity.

This role will be responsible for:

• Representing the voice of LCSA customers and sellers back to Ads Product to influence product development priorities and shape go to market direction for the large customer segment.
• Partnering with Product and Mid-Market US sales leadership to inform roadmap decisions and translate final priorities into actionable playbooks that enable scaled seller execution.
• Developing and implementing GTM strategies and sales plays for Mid‑Market Sales, including new betas, launches, and existing product acceleration.
• Driving product adoption across the US LCS seller base by identifying high impact opportunities, removing blockers, and enabling sellers to pitch with confidence.
• Partnering with Product Marketing on US LCS narratives and positioning that connect product capabilities to advertiser outcomes.

Key job responsibilities

• Articulate the voice of the customer and Sales back to product organization, to define product development priorities that set global direction for Ad Sales go-to-market.
• Dive deep to understand key opportunities and design, deliver and audit repeatable playbooks to take advantage of these insights
• Summarize key findings in written documents both to influence senior leaders as well as to report back on business pacing
• Consult on product narratives to ensure product positioning is aligned with customer and sales feedback.
• Earn trust with sales team, understand how to marry their key sales motions with ad product priorities

A day in the life

You start the morning reviewing seller feedback from mid market AEs on a recent beta launch. By mid morning you're on a call with Product, pushing back on a roadmap trade off that doesn't serve your segment's advertisers. After lunch you're refining a sales play for a new targeting capability, pressure testing it with a few sellers before scaling it out. You end the day syncing with Product Marketing on positioning for an upcoming launch, making sure the narrative lands for mid market accounts and the sellers pitching them.

Basic Qualifications

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of professional or military experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience managing programs across cross functional teams, building processes and coordinating release schedules

Preferred Qualifications

• Experience interpreting data and making business recommendations
• Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology

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.

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, CA, Santa Monica - 147,900.00 - 200,100.00 USD annually

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