Sales Operations Leader, Amazon Business

Amazon; Mumbai; On-site; INR 4,000,000 - 6,500,000; Full time

Job summary

Amazon Business India is seeking a seasoned Sales Operations Leader to own the end-to-end operational backbone for our India Enterprise sales teams. You will lead strategic planning, funnel management, and sales automation to enable data-driven decisions and scalable growth.

The role drives data governance, reporting, and process improvements across SFDC, BI, and GTMO AI initiatives, collaborating with global teams and country leadership to optimize performance and outcomes.

Qualifications

• 10+ years of Microsoft Excel experience.
• Bachelor's degree or equivalent.
• Experience with CRM, variable compensation, revenue reporting, forecasting, and Salesforce automation.
• Experience defining, refining and implementing sales processes, procedures and policies or equivalent.
• Experience analyzing complex data and turning insights into deliverables.
• 6+ years of quota-carrying field sales.

Responsibilities

• Strategic Planning: design segmentation, quotas, territories, and annual business planning with Finance and Category teams.
• Funnel Management: manage pipeline hygiene, forecast accuracy, and SFDC opportunity management.
• Sales Automation: launch AI tools, track productivity metrics, prototype AI workflows for India use cases.
• Customer Data: manage CPS customer data, SFDC lifecycle hygiene, channel assignments, data governance.
• Reporting: work with BI to produce WBRs, dashboards, quota variance analysis, and ad-hoc requests.
• Centre of Excellence: advise AB country leader on pipeline hygiene and efficiency.

Skills

Microsoft Excel

Data analysis

Sales processes

CRM systems

Sales forecasting

Salesforce automation

Quota-carrying field sales

Education

Bachelor's degree or equivalent

Tools

Salesforce

BI tools

Oracle BI

OneNote

SharePoint

Job description

Come be a part of a rapidly expanding $60 billion global business serving over 11 million organizations worldwide. At Amazon Business, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech and retail in the B2B space, developing innovative purchasing and procurement solutions to help businesses and organizations reimagine buying. Bring your insight, imagination, and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes, unlocking our potential worldwide. This role is part of the Amazon Business India. Our mission is to scale Amazon Business as the trusted procurement partner for Mid & Large Enterprise customers, by enabling them to leverage data-driven insights and enhancing sales programs & processes. We are looking for a Sales Operations Leader who will own the end-to-end operational backbone supporting our India Enterprise sales teams. You will be responsible for strategic planning, funnel management, sales automation, customer data governance, reporting, and Salesforce administration — ensuring our sales teams are equipped with the right data, tools, and processes to deliver exceptional customer outcomes at scale. You will drive improvements in planning accuracy, system capabilities, sales productivity, and enable effective execution — ultimately contributing to sustainable business growth through operational excellence.

Key job responsibilities

1. Strategic Planning: Design customer segmentation across SMB-Mid-Large-Strat cohorts, set quotas for sales teams, plan territories balancing capacity and potential, drive annual business planning with Finance and Category teams, lead the Kingpin goals for Sales & Operational excellence.
2. Funnel Management: Own Spend pipeline hygiene, enforce stage progression standards, drive forecast accuracy through deal inspection cadences, partner with cross-orgs or cross-geos for complex account partnerships, and support AEs on SFDC opportunity management.
3. Sales Automation: Leverage analytics team bandwidth to launch and drive adoption of Go-To-Market-Operations AI tools, track Productivity Hours Saved metrics, and prototype lightweight AI workflows for India-specific use cases.
4. Customer Data: Own CPS customer data, SFDC lifecycle stage hygiene, industry penetration, manage channel assignment logic, and enforce data governance standards across SFDC.
5. Reporting: Partner with BI to produce quality WBRs, AE performance dashboards, quota tracking with variance analysis, and ad-hoc deep dive requests.
6. Centre of Excellence: Act as the trusted, strategic advisor for AB country leader on matters of Sales pipeline hygiene, effectiveness and efficiency

A day in the life

No two days look the same. In a given week, you might kick off Monday by reviewing WBR data and briefing AB Country Leadership on pipeline variances. By mid-morning, you are deep in a territory rebalancing exercise to scale new CPS customer segment with the BI team. After lunch, you lead a training session on the latest GTMO AI tool release, walking AEs through use cases that save 2+ hours per week. On Wednesday, you partner with the WW SFDC team to deploy a new workflow automation that eliminates a manual deal-stage update. Thursday brings a deep dive to align new SFDC lifecycle stage process. By Friday, you have shipped a refreshed Account Executive performance dashboard, and drafted a proposal for expanding AVA coverage to a new customer segment — all while keeping the operational engine running seamlessly in the background.

About the team

The India Sales Operations team is a high-impact group embedded at the intersection of sales strategy and execution. You will report to the India Amazon Business Director and collaborate daily with CPS Sales & Product professionals, as well as cross-functional partners in Category, Technology, BI, Finance, and WW Sales Ops counterparts in the US, JP, EU. You will partner directly with Sales leadership to build and scale the programs, tools, and processes that drive customer performance. We move fast, operate with high ownership, and believe that the best operational work is invisible to the people it serves — because it simply works.

Basic Qualifications

• 10+ years of Microsoft Excel experience
• Bachelor's degree or equivalent
• Experience developing and implementing systems/tools utilized for CRM, variable compensation, revenue reporting, forecasting, Salesforce automation, etc.
• Experience defining, refining and implementing sales processes, procedures and policies or equivalent
• Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
• 6+ years of quota-carrying field sales role experience

Preferred Qualifications

• Experience using Salesforce (or other CRM tool) or BI tools
• Experience presenting to senior leadership
• Experience in sales operations or equivalent
• Experience using analytical, sales, and productivity tools including Oracle Business Intelligence, SalesForce, Microsoft OneNote, and Microsoft SharePoint

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