AWS is seeking an AI Sales Specialist to drive awareness, qualification, and adoption of AWS AI products and services at scale across the nonprofit customer base within Worldwide Public Sector (WWPS). You will own the scaled motions that build awareness, qualify customers for AI readiness, deliver workshops that convert interest into pipeline, and build the repeatable frameworks the broader sales organization uses to engage on AI. This role combines technical capability with sales acumen and program management skill — operating across the AI Lifecycle to engage both organizations integrating AI across their enterprise and line-of-business leaders leveraging AI tools for decision-making. You will work across multiple segments and geographies to build systematic, portfolio-wide pipeline generation motions.
Key job responsibilities
Customer Qualification & Product Matching
• Identify, qualify, and prioritize nonprofit customers for AI adoption at scale — building a systematic, portfolio-wide pipeline of AI-ready accounts based on readiness, use case fit, and business potential
• Match customer needs to specific AWS AI products and services (Amazon Q, Kiro, Bedrock, SageMaker); develop and own the qualification framework for assessing AI readiness across the entire nonprofit portfolio
• Proactively engage Account Managers and Solutions Architects across the vertical to surface AI opportunities in existing accounts; operate as the connective tissue between field teams and AI pipeline
• Manage a pipeline of qualified AI opportunities directly and through qualified Partners from initial interest through handoff to account teams for deep execution;
• Generate qualified AI pipeline through proactive outreach, workshops, account team engagement, and partner co-sell motions; track lead-to-opportunity conversion rates and continuously optimize
Workshops & Customer Enablement
• Design, develop, and deliver AI workshops and immersive experiences at scale that drive measurable conversion from awareness to adoption
• Own workshop-to-opportunity conversion metrics; Develop workshop playbooks and delivery guides, continuously improve content, format, follow-up motions, and delivery mechanisms based on data
Engagement Framework & Sales Enablement
• Build and maintain a repeatable, scalable AI engagement playbook for how the broader NPO organization initiates and advances AI conversations
• Coach and enable AEs and SAs on AI product positioning through training sessions, field ride-alongs, and just-in-time support; measure enablement effectiveness through downstream pipeline metrics
Pipeline Development & Revenue Impact
• Own and exceed quarterly/annual AI pipeline generation and adoption goals; proactively build top-of-funnel activity that drives AI/ML service adoption at portfolio scale
• Identify trends and patterns in customer AI adoption across the portfolio; feed insights back to product, program, and leadership teams to inform strategy
Customer Engagement & Ecosystem
• Build relationships with nonprofit technology and line of business executives across NGOs, foundations, research institutions, and nonprofit financial institutions
• Evangelize AWS AI externally at industry events, webinars, and customer roundtables; contribute to case studies and thought leadership that build market awareness at scale
A day in the life
Your morning starts reviewing your AI pipeline dashboard and prepping for an online workshop with a group of nonprofit executives exploring Amazon Bedrock. Mid-morning, you coach an Account Manager on positioning Amazon Quick for a membership nonprofit. Over lunch, you refine your AI qualification playbook based on last week's conversion data. Afternoon brings a webinar evangelizing generative AI to NGO leaders together with a Partner, followed by a strategy sync with the AI team lead on a complex deal handoff. You close the day updating pipeline forecasts and drafting a demand-gen campaign for next quarter.
About the team
The AWS Nonprofit Business team helps nonprofit organizations harness AWS to advance their missions — from deploying generative AI solutions for constituent engagement to building ML-powered analytics that optimize program outcomes. We serve thousands of nonprofit organizations globally, and AI is transforming how they deliver on their missions. This role sits at the center of that transformation, helping nonprofits discover and adopt AI tools that will accelerate their impact. We partner with customers, AWS partners, and the nonprofit ecosystem to remove barriers to AI adoption, maximize the value of AWS programs and credits, and deliver outcomes that amplify mission impact.
