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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 bring the next generation of AI-powered financial intelligence to market at AWS.
AWS is seeking an experienced Tech Business Developer to drive pipeline development and customer acquisition 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 go-to-market execution — you will take an innovative product from initial customer discovery through validated pipeline, signed beta agreements, and first commercial contracts. You are the person who makes the market real.
The ideal candidate combines a strong understanding of finance operations (accounts receivable, billing, contract management, ERP/CLM systems) with proven ability to develop pipeline and close deals in ambiguous, early-stage environments. You thrive when the playbook hasn't been written yet — you write it. You are comfortable engaging with CFOs, Controllers, and VP Finance leaders to identify pain points, articulate a compelling vision, and guide customers from curiosity to commitment.
This is not a mature-market quota-carrying role. This is a builder role where you will develop the GTM motion from the ground up: identify and qualify target accounts, build outbound prospecting motions, navigate complex enterprise stakeholder environments, and close the agreements that prove product-market fit. You will work hand-in-hand with product and engineering teams, shape the product roadmap through direct customer feedback, and build the commercial foundation that scales into a broader market opportunity.
Key job responsibilities
- Pipeline Development & Customer Discovery: Identify, research, and engage target accounts through outbound prospecting motions — conduct discovery conversations with finance leaders (CFOs, Controllers, VP Finance, AR/Billing Directors) to deeply understand their contract-to-cash pain points, validate product-market fit, and build a qualified pipeline of enterprise finance organizations
- Deal Progression & Closing: Own the full sales cycle from initial outreach through signed agreements (beta agreements, commercial contracts), managing stakeholder alignment, objection handling, and deal structure in a pre-GA environment
- GTM Motion Building: Develop and iterate on repeatable go-to-market playbooks — including target account criteria, outreach messaging, qualification frameworks, stage-gate progression criteria, and customer-facing collateral (two-pagers, value propositions, use case narratives) that enable broader field teams to identify and refer opportunities
- Account Strategy & Execution: Develop and execute account-level strategies for priority customers, navigating complex enterprise buying processes and multi-stakeholder decision-making across finance, IT, and procurement organizations
- Cross-Functional Collaboration: Partner closely with Solutions Architects, Product Management, and Engineering to translate customer feedback into product priorities, ensuring the product roadmap reflects real market needs and the GTM motion is informed by product capabilities
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.
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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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.
Basic Qualifications: - 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of solving problems with technology in the Global Financial Services Industry experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of professional or military experience
- 5+ 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
- 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Bachelor's degree Preferred Qualifications: - 9+ years of finance technology, forecast & budgeting, or other finance-focused competency experience
- Experience in a finance role including partnering with a variety of stakeholders across the business, or experience communicating results to senior leadership
- Experience and record of success in an outbound account management or prospecting role in B2B environments, preferably in a solution/technology-related environment
- Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
- Track record of building pipeline and closing deals for early-stage or pre-GA products where no established playbook exists — comfortable operating with ambiguity and iterating on approach
- Demonstrated ability to translate complex technical capabilities into compelling business value propositions for non-technical buyers
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, Mountain View - 162,700.00 - 220,200.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
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