Responsibilities

• GTM Strategy & Commercial Architecture:** Define and own the end-to-end go-to-market strategy for the applied AI finance solution, including target market segmentation, commercial model design (pricing, packaging, contract structures), funnel architecture, and stage-gate criteria. Build the strategic framework that translates early customer signals into a repeatable, scalable commercial motion.
• Domain Authority to Product & Engineering:** Serve as the primary voice of the finance buyer to the product and engineering organization. Leverage deep domain fluency in contract-to-cash workflows, CLM, ERP, and AR systems to shape product direction, prioritize the roadmap, and ensure the solution addresses real enterprise pain points rather than simply relaying customer feedback.
• Executive Customer Engagement & Deal Leadership:** Engage directly with CFOs, Controllers, VP Finance, and AR/Billing Directors as a domain peer. Lead high-stakes discovery, validation, and commercial conversations for pre-GA and early-GA customers. Own the full deal cycle from strategic account targeting through signed beta agreements and first commercial contracts, navigating complex multi-stakeholder buying processes across finance, IT, and procurement.
• Pipeline Development & Market Validation:** Architect outbound prospecting strategies and account targeting frameworks. Lead customer discovery to deeply understand contract-to-cash pain points, validate product-market fit across segments, and build a qualified pipeline of enterprise finance organizations. Translate pipeline insights into market intelligence that informs both GTM and product strategy.
• Scalable Mechanisms & Field Enablement:** Design and build the playbooks, partner engagement programs, executive engagement formats (e.g., CFO Forums), and field enablement collateral (value propositions, use case narratives, qualification frameworks) that enable the broader field and partner organization to identify, qualify, and refer opportunities at scale.
• Cross-Functional Leadership:** Partner with Solutions Architects, Product Management, Engineering, and field leadership across Specialist and Partner teams to align GTM execution with product capabilities, drive feedback loops, and build the organizational connective tissue that scales the business beyond a single contributor.

Requirements

• 10+ years of developing, negotiating and executing business agreements experience
• Bachelor's degree
• 10+ years of solving problems with technology in the Global Financial Services Industry experience
• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 10+ years of professional or military experience
• 10+ 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
• 10+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• 14+ years of finance technology, forecast & budgeting, or other finance-focused competency experience
• Experience serving as a recognized domain authority in finance operations (AR, billing, contract management, ERP/CLM), with the ability to engage CFOs and VP Finance as a credible functional peer

Benefits

• 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 .