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

Description 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. They 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, they provide data and anecdotes on what is working and what is not back to 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 forward‑looking, tech‑enabled operations leadership position 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, 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 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.

They will demonstrate 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. Key job 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. About the team The AWS team is diverse and inclusive, fostering a culture of inclusion through employee‑led affinity groups, learning experiences, and events such as CORE and AmazeCon.

Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and continue to innovate, powering businesses from startups to Global 500 companies.

Inclusive Team Culture Here at AWS, it’s in our nature to learn and be curious. Our affinity groups and events celebrate diversity and help us embrace our uniqueness. Mentorship & Career Growth We continuously raise our performance bar, providing knowledge‑sharing, mentorship, and career‑advancing resources to help professionals grow.

Work/Life Balance We value work‑life harmony, providing flexibility as part of our working culture so you can achieve success in both personal and professional life. Basic Qualifications 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. Preferred Qualifications 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 QuickSight, Tableau, Power BI or other BI packages. 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, 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. USA, NY, New York - 96,900.00 - 169,500.00 USD annually USA, TX, Austin - 88,100.00 - 154,100.00 USD annually #J-18808-Ljbffr