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

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.

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 domain-level reporting and insights that support data-driven decision-making for senior leadership
• Identify and adopt AI-powered tools and automation capabilities to streamline operational workflows, accelerate business cadences, and deliver higher-quality insights to sales leadership with greater speed and less manual effort
• Demonstrate proficiency with and curiosity about productivity and AI-powered tools used across the organization — including Excel, RowZero, Amazon QuickSuite, NarrateAI, InstructAI, Smartsheet, SIFT, and Salesforce — to accelerate workflows, reduce manual effort, and surface insights at speed and scale
• Establish and refine coverage model design, annual planning processes, and compensation plan execution across the Specialist organization
• Work cross-functionally with Sales, Finance, HR, Marketing, Business Development and Partner teams to land and execute operational priorities
• Identify reporting gaps and process deficiencies, driving timely resolution and continuous improvement
• Develop routine and ad-hoc analytic reports for senior management on business development initiatives, customer segment performance, and performance against goals

About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

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 Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

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

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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 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.

USA, CA, Mountain View - 96,900.00 - 169,500.00 USD annually
USA, NY, New York - 96,900.00 - 169,500.00 USD annually
USA, TX, Austin - 88,100.00 - 154,100.00 USD annually
USA, VA, Arlington - 88,100.00 - 154,100.00 USD annually
USA, WA, Seattle - 88,100.00 - 154,100.00 USD annually