About this role
This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges. 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.