GTM Specialist - Agentic Commerce & AI-Powered Advertising, Sales GTM

Description

Ad tech adoption is how Large Customer Sales (LCS) grows. When advertisers activate across Amazon DSP, the Conversions API, Performance+ and Brand+, and Amazon Audiences, their investment becomes more performant, more measurable, and more durable. Those accounts retain better and grow faster. The strategic shift underway is clear: move advertisers away from buying us for media and toward a supply-agnostic, signal-rich approach that pulls Open Internet demand onto Amazon DSP.

Today, the field does not have a single owner for the ad tech activation narrative or the enablement that brings it to life. Positioning lives across wikis that fall out of date, competitive battlecards are built one deal at a time, and sellers piece together the story themselves. The result is uneven adoption and missed revenue on accounts that are ready to activate.

This role closes that gap. The GTM Specialist for Ad Tech Activation owns the content, playbooks, and sales plays that let every AE and AM walk into an advertiser conversation and make a clear, current, and compelling case for activating Amazon ad tech. The person in this seat turns product complexity into field-ready execution and keeps the LCS sales team ahead of the roadmap rather than chasing it.

Description

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 (SGTM) 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.

Ad tech adoption is the engine of growth for Large Customer Sales (LCS). Advertisers who activate across the Amazon ad tech suite (Amazon DSP, the Conversions API, Performance+ and Brand+, Amazon Audiences, and Amazon Ad Tech activation signals) consistently see stronger performance, deeper measurement, and greater durability in their investment. The opportunity is to move advertisers from media-led buying toward a supply-agnostic, signal-rich approach that drives Open Internet revenue onto Amazon DSP. The LCS sales team, AEs and AMs alike, needs a clear, compelling, and current story about why ad tech activation matters and how to put it to work for every advertiser.

The GTM Specialist for Ad Tech Activation will be responsible for building and maintaining the content, playbooks, and enablement materials that drive ad tech adoption across the LCS sales team. This role translates complex programmatic, measurement, and signals capabilities into actionable GTM execution that sellers can use with confidence. The right candidate is a first adopter of new tools and AI, proactively shares what works with the broader team, and is comfortable forming a strong point of view and pushing back when the field's needs aren't being met.

Key job responsibilities
Developing and maintaining ad tech sales content across multiple formats including pitch decks, one-pagers, playbooks, FAQ documents, and insights packages, ensuring the LCS sales team has current, accurate materials that translate programmatic, measurement, and signals complexity into clear advertiser narratives.

Executing GTM strategies and sales plays for the Ad Tech Activation suite across LCS, including Amazon DSP, the Conversions API, Performance+ and Brand+, Amazon Audiences, and Amazon Ad Tech activation signals, covering new betas, launches, and feature adoption acceleration with clear adoption metrics and feedback loops.

Driving ad tech product adoption across the LCS seller base by identifying high-impact opportunities, building segment-specific use cases, surfacing common advertiser blockers, and enabling sellers to position and activate ad tech solutions with confidence.

Representing the voice of the LCS field back to the Amazon DSP and ad tech product orgs by consolidating advertiser feedback, adoption blockers, and segment-specific needs into structured inputs that inform roadmap priorities and go-to-market direction.

Partnering with Amazon DSP and ad tech product and sales leadership to provide field input into roadmap decisions and translate final priorities into actionable playbooks, training content, and sales plays that enable scaled LCS execution.

Partnering with Product Marketing on ad tech narratives and positioning that connect capabilities like the Conversions API, Performance+ and Brand+, and Amazon Audiences to advertiser performance outcomes, measurement durability, and the shift from media-led buying toward a supply-agnostic, signal-rich approach.

Tracking product adoption and revenue trends across the ad tech suite to surface insights for the LCS team, identifying high-impact opportunities and at-risk accounts that require targeted enablement.

Leveraging AI tools and automation to accelerate content creation, streamline reporting, and scale GTM delivery, while championing new tool adoption and sharing best practices across the GTM team.

Operating beyond the immediate scope of ad tech when needed, building context on adjacent products and cross-functional initiatives to ensure GTM strategies connect to the broader advertiser experience.

Basic Qualifications

- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of professional or military experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- 5+ years of in program management, workforce strategy development, or metrics-driven decision making experience
- Bachelor's degree
- Knowledge of publisher ad tech stacks and/or advertising technology
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology

Preferred Qualifications

- Experience interpreting data and making business recommendations
- Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions
- Experience interpreting data and making business recommendations across leadership and cross-functional teams

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

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.