Sales Operations Lead, Strategic Accounts
Are you passionate about solving complex business problems, diving deep into data, driving process improvement, and leading change throughout an organization? Are you energized by putting emerging AI capabilities to work in how you operate every day? The AWS Strategic Accounts Business Operations team is seeking an experienced Sales Operations Lead to partner with our account management teams to define, land, and execute against our strategic priorities. You will partner with Sales Leadership and cross-functional teams to develop standard metrics that measure the productivity and success of programs, automate and optimize operational processes, and invent new ways of diving deep with data to uncover actionable insights. You will look around corners, measure the organization's performance, supply sales leadership with timely insights on the health of their business, and manage the operating cadence for the team.
Strategic Accounts is one of AWS's most important and complex businesses — a portfolio of recognized industry leaders unlike any other segment. Working closely with senior sales leaders and executives, this role demands sharp judgment, precision, and executive-level communication: the ability to turn complexity into clear insight and to identify the true business signals that drive confident leadership decisions.
The successful candidate has excellent business and sales acumen, strong communication and collaboration skills, deep analytics experience, broad technical skills, and a demonstrated ability to both execute and influence. They are willing to roll up their sleeves, dive deep to learn, work comfortably within ambiguity, and have a passion for driving operational excellence.
Above all, this role calls for someone who embodies Learn and Be Curious in the era of AI. Our business is evolving at the speed of AI, and so is how we work — we want a builder who is relentlessly curious about new AI capabilities (such as Amazon Quick), who invests the time to learn them deeply, and applies them to real problems to work faster and smarter. But curiosity goes beyond AI: it means getting to the bottom of complex business problems with many interdependencies, seeking the root cause rather than treating the symptom, and bringing a constant process-improvement mindset. The right person treats every new capability and hard problem as a chance to eliminate manual toil, surface insights earlier, and quantify the impact — in time saved or quality improved — while sharing what they learn and influencing others to adopt what works.
In this role you will provide thought leadership for the organization. You will develop unique insights that drive dynamic decision making, set high standards, and use advanced technology to enable productivity. You will build strong relationships across the organization, tie insights to business strategy and results, and act as a proactive problem-solver who looks around corners to identify, prioritize, and execute opportunities for process or data improvement.
This is an exciting opportunity to join a growing team and business where you'll have a high impact.
Key job responsibilities
As a Sales Operations Lead, your role is critical and highly visible across the organization. Your key responsibilities include, but are not limited to:
Own revenue analysis and forecast accuracy for your accounts, surfacing the "why" behind weekly and monthly trends and variance drivers in partnership with Finance and ProServe.
Drive measurable improvement in pipeline quality and hygiene, and use pipeline and revenue data to identify white space, resource optimization, and pipeline generation opportunities.
Build and run the operating cadence for your account teams, including Weekly and Monthly Business Reviews, elevating them toward forward-looking risks, opportunities, and leadership actions.
Lead strategic and annual planning — territory planning, quota setting, goal setting, and account planning — and help teams turn plans into trackable, executable initiatives.
Design and manage goals and metrics mechanisms that drive accountability, and curate qualitative customer insights into timely signals for leadership.
Develop actionable, automated, self-service dashboards and reports.
Drive process improvement and change management, leading and delivering training.
Define tooling requirements and influence central teams' roadmaps to meet our high standards.
Collaborate with other Operations leads to share and implement best practices.
Lead adoption of AI tooling for operational use cases, quantifying the impact.
Prepare ad hoc analysis and participate in projects as needed.
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.
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.
Pursuant to the San Francisco 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.
USA, CA, San Francisco - 147,300.00 - 199,300.00 USD annually
USA, CA, Santa Clara - 147,300.00 - 199,300.00 USD annually
USA, NY, New York - 147,300.00 - 199,300.00 USD annually
USA, WA, Seattle - 133,900.00 - 181,200.00 USD annually
Strategic Accounts is one of AWS's most important and complex businesses — a portfolio of recognized industry leaders unlike any other segment. Working closely with senior sales leaders and executives, this role demands sharp judgment, precision, and executive-level communication: the ability to turn complexity into clear insight and to identify the true business signals that drive confident leadership decisions.
The successful candidate has excellent business and sales acumen, strong communication and collaboration skills, deep analytics experience, broad technical skills, and a demonstrated ability to both execute and influence. They are willing to roll up their sleeves, dive deep to learn, work comfortably within ambiguity, and have a passion for driving operational excellence.
Above all, this role calls for someone who embodies Learn and Be Curious in the era of AI. Our business is evolving at the speed of AI, and so is how we work — we want a builder who is relentlessly curious about new AI capabilities (such as Amazon Quick), who invests the time to learn them deeply, and applies them to real problems to work faster and smarter. But curiosity goes beyond AI: it means getting to the bottom of complex business problems with many interdependencies, seeking the root cause rather than treating the symptom, and bringing a constant process-improvement mindset. The right person treats every new capability and hard problem as a chance to eliminate manual toil, surface insights earlier, and quantify the impact — in time saved or quality improved — while sharing what they learn and influencing others to adopt what works.
In this role you will provide thought leadership for the organization. You will develop unique insights that drive dynamic decision making, set high standards, and use advanced technology to enable productivity. You will build strong relationships across the organization, tie insights to business strategy and results, and act as a proactive problem-solver who looks around corners to identify, prioritize, and execute opportunities for process or data improvement.
This is an exciting opportunity to join a growing team and business where you'll have a high impact.
Key job responsibilities
As a Sales Operations Lead, your role is critical and highly visible across the organization. Your key responsibilities include, but are not limited to:
Own revenue analysis and forecast accuracy for your accounts, surfacing the "why" behind weekly and monthly trends and variance drivers in partnership with Finance and ProServe.
Drive measurable improvement in pipeline quality and hygiene, and use pipeline and revenue data to identify white space, resource optimization, and pipeline generation opportunities.
Build and run the operating cadence for your account teams, including Weekly and Monthly Business Reviews, elevating them toward forward-looking risks, opportunities, and leadership actions.
Lead strategic and annual planning — territory planning, quota setting, goal setting, and account planning — and help teams turn plans into trackable, executable initiatives.
Design and manage goals and metrics mechanisms that drive accountability, and curate qualitative customer insights into timely signals for leadership.
Develop actionable, automated, self-service dashboards and reports.
Drive process improvement and change management, leading and delivering training.
Define tooling requirements and influence central teams' roadmaps to meet our high standards.
Collaborate with other Operations leads to share and implement best practices.
Lead adoption of AI tooling for operational use cases, quantifying the impact.
Prepare ad hoc analysis and participate in projects as needed.
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
- Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
- Bachelor's degree or equivalent
- Experience defining, refining and implementing sales processes, procedures and policies or equivalent
- 6+ years of sales operations or equivalent experience
- Experience presenting to senior leadership
Preferred Qualifications
- Experience using Salesforce (or other CRM tool) or BI tools
- Experience in business-process design or equivalent
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.
Pursuant to the San Francisco 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, San Francisco - 147,300.00 - 199,300.00 USD annually
USA, CA, Santa Clara - 147,300.00 - 199,300.00 USD annually
USA, NY, New York - 147,300.00 - 199,300.00 USD annually
USA, WA, Seattle - 133,900.00 - 181,200.00 USD annually