Field Sales Operations Lead, US Specialist Org, NAMER Sales Operations

Amazon • Austin, TX

1d

About The Position

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving
revenue, adoption, and growth from the largest and fastest growing small- and
mid-market accounts to enterprise-level customers including public sector. The
AWS Global Sales (AGS) team interacts with leading companies and believes that
world-class support is critical to customer success.

The NAMER Global Sales Strategy & Operations team is seeking a driven,
experienced, and strategically minded Sales Operations Lead for the US
Specialist organization. Area Specialists engage directly with assigned
customers in partnership with Field Sales teams to provide subject matter
expertise critical to advancing and launching opportunities. Area Specialists
are part of the Account Teams for account planning, opportunity identification
and pursuit (including RFP/RFIs, architecture development), closing deals, and
shepherding wins to post-sales teams. Acting as the front-line touch point for
Specialist customer engagement, Area Specialists provide data and anecdotes on
what is working and what is not back into Worldwide and Service teams.

The FSO Lead for the US Specialist Org will serve as the strategic operations
owner and COO-equivalent for the Specialist organization, functioning as a
critical business partner to sales leadership. This is a forward-looking,
tech-enabled operations leadership position — one that goes beyond traditional
quota management and represents a strategic investment in operational
leadership, ensuring the organization executes with rigor, scales effectively,
and maximizes revenue potential across its domains. The ideal candidate will
drive cross-divisional operational excellence, leverage AI-powered tools and
automation to accelerate business cadences and surface insights faster, serve as
the critical conduit between field and worldwide teams to ensure alignment and
execution consistency, and enable sales leaders to focus on customer engagement
and revenue generation.

This candidate will own the rhythm of the business, including Annual Planning
Cycles, Monthly Business Reviews, Quarterly Business Reviews, and other cadenced
reporting and metrics. They will drive pipeline growth strategies, inspect and
resolve stalled opportunities, and establish standardized reporting and insights
that enable data-driven decision-making at scale. This role will also lead the
strategic definition of key sales support systems and processes — including the
identification and adoption of GenAI capabilities — to meet the growth
trajectory of the business and achieve revenue and market development
objectives. The ideal candidate brings strong business and financial acumen,
broad technical skills, sales and marketing expertise, a deep analytic
background, and a genuine curiosity about how emerging AI tools can transform
the way operations teams work.

This position works with multiple stakeholders supporting the extended
Enterprise Sales organization, including Business Development, Marketing,
Professional Services, and the Partner team. The candidate must communicate
effectively across technical and non-technical business units and across
geographies as necessary.
The candidate will play a key role in defining processes for end-to-end
execution of territory planning and account alignment, sales compensation
management, headcount planning, and revenue and goals planning. A successful
candidate demonstrates a proven work ethic that drives results, is willing to
"roll up their sleeves" in a hands-on, matrixed environment, and actively
embraces AI and automation as tools to work smarter and move faster.

Requirements

• 5+ years of Microsoft Excel experience
• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field
• Experience with sales CRM tools such as Salesforce or similar software
• Experience defining, refining and implementing sales processes, procedures and policies or equivalent

Nice To Haves

• 5+ years of finance, business management and sales operations experience
• Experience working within a high-growth, technology company
• Experience with reporting and Data Visualization tools such as Quick Sight / Tableau / Power BI or other BI packages

Responsibilities

• Serve as strategic business partner and COO-equivalent to sales leadership, driving operational rigor and enabling leaders to focus on customer engagement and revenue generation
• Define and execute go-to-market strategy in partnership with sales leadership, ensuring cross-divisional alignment and execution consistency
• Own end-to-end business cadences including Annual Planning, MBRs, QBRs, territory design, quota setting, and headcount management
• Drive pipeline inspection and growth strategies, identifying and resolving stalled opportunities to maximize revenue potential
• Develop and maintain standardized reporting and insights that support data-driven decision-making for senior leadership
• Identify, adopt, and demonstrate proficiency with AI-powered and productivity tools — including Excel, RowZero, Amazon QuickSuite, NarrateAI, InstructAI, Smartsheet, SIFT, and Salesforce — to streamline workflows, reduce manual effort, and surface insights at speed and scale
• Establish and refine coverage model design, annual planning processes, and compensation plan execution
• Work cross-functionally with Sales, Finance, HR, Marketing, Business Development, Professional Services, and Partner teams to land and execute operational priorities
• Develop routine and ad-hoc analytic reports for senior management on business performance and goal attainment
• Assist Sales Managers in evaluating team performance and translating insights into actionable recommendations

Benefits

• 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
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level