Are you excited about helping the fastest growing startups choose and scale the databases behind their products and their AI? AWS is seeking a Go to Market (GTM) Specialist for Database and AI on the Worldwide Specialist Organization (WWSO) Startup team to lead the motions that scale adoption of AWS databases across startups in North America. You will own the full database conversation for startups. That covers purpose built operational databases like Amazon Aurora, Aurora DSQL, Amazon RDS, Amazon DynamoDB, and Amazon ElastiCache, migrations off commercial and self managed databases, and the vector search, caching, and agent memory capabilities that power GenAI and agentic applications.
You will be the domain expert who helps founders and engineering teams make the right database decisions as they scale. That means choosing between relational and purpose built engines (key value, document, graph, in memory), designing data models that scale, planning migrations from Oracle, SQL Server, self managed PostgreSQL and MySQL, or other clouds, and balancing performance, availability, and cost from prototype to production. You will connect these choices to the AI applications startups are racing to launch, so that every GenAI opportunity also lands on the right AWS database.
You will 1/ be the best storyteller and technologist for AWS databases and AI ready data in the startup ecosystem, 2/ connect databases to the GenAI and agentic workloads startups are building, 3/ scale your technical depth across thousands of startups through sales plays, enablement, and data driven mechanisms, and 4/ bring startup feedback to the database product teams to shape the roadmap. You bring deep database expertise, the business acumen to drive adoption, and the credibility to engage developers, DBAs, founders, and C level executives alike.
Key job responsibilities
- Own the startup Database and AI GTM strategy across North America, including market sizing, segmentation, sales plays, and revenue and pipeline goals.
- Be the database domain authority for startups, leading engagements on engine selection, data modeling, scaling, and cost optimization.
- Drive migrations and modernization that move startups off commercial licenses, self managed open source databases, and other clouds onto Aurora, RDS, and DynamoDB.
- Drive database attach on GenAI opportunities, including vector search, semantic caching, and agent memory on Aurora PostgreSQL, DynamoDB, ElastiCache, and OpenSearch.
- Build propensity based campaigns and AI powered mechanisms that activate account managers on high potential startups, and measure how many become pipeline and revenue.
- Partner with database focused ISVs, developer platforms, and migration partners on joint GTM motions for startups.
- Run executive customer programs such as startup database advisory roundtables.
- Bring market signals to database product teams to influence the roadmap.
A day in the life You might start by reviewing campaign results and GenAI opportunities that are missing a database line item, then join a startup account team to plan a migration POC from self managed PostgreSQL to Aurora. Midday you could test a new propensity signal with the BI team and turn it into a seller activation. In the afternoon you might sync with the Aurora or DynamoDB service team on a customer escalation and prepare a readout for leadership. Your customers are founders, CTOs, and engineering leaders at high growth startups. Your partners are account managers, database specialist SAs, partners, and product teams.
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 Startup NAMER team covers GenAI, data, and databases for North America startups, working with startup account teams, Specialist SAs, partners, database product teams, and the VC community. 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
- Bachelor's degree
- 5+ years of hands-on experience in the database domain, including relational (PostgreSQL, MySQL, Oracle, SQL Server) and/or non-relational (key-value, document, graph, in-memory) databases
- Experience engaging both technical practitioners (developers, DBAs, engineering leaders) and business decision makers (founders, C-suite)
- Experience developing and executing go-to-market plans Preferred qualifications
- Experience leading database migrations or modernization programs
- Startup background or experience at a VC or PE backed company
- Experience with vector search, RAG, or data architectures for AI applications
- An AWS certification, such as Solutions Architect or Data Engineer
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.
Pursuant to the San Francisco 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, San Francisco - 162,700.00 - 220,200.00 USD annually USA, NY, New York - 162,700.00 - 220,200.00 USD annually
