Sales Operations Lead - Enterprise, Amazon Leo

Amazon Kuiper Commercial Services LLC; Arlington (VA); On-site; USD 150,000 - 210,000; Full time

Job summary

Amazon Leo is seeking an experienced Field Sales Operations Lead to serve as the operational right hand to the Enterprise Sales Leader within the Leo B2B Commercial Sales organization. Operating as the de facto COO for the Enterprise team, this role enables the sales leader to make data-driven decisions, look around corners, and drive predictable business outcomes.

The incumbent will own the full operational lifecycle—from revenue reporting and forecasting to strategic planning and

Qualifications

• 10+ years of Microsoft Excel experience.
• Bachelor's degree or equivalent.
• Experience implementing CRM, revenue reporting, forecasting, and Salesforce automation.

Responsibilities

• Own revenue reporting, analysis, and financial management for the Enterprise team.
• Develop business insights and inform decisions with leadership.
• Lead revenue forecasting cadence with weekly, monthly, and quarterly forecasts.
• Drive pipeline management to ensure hygiene and target coverage.
• Design territory planning, quota deployment, and headcount planning.
• Own Rhythm of Business cadence including MBR, QBR, and planning cycles.
• Prepare Quarterly Business Reviews and Monthly Business Reviews with insights.

Skills

Excel

CRM systems

Sales forecasting

Revenue reporting

Salesforce automation

Sales processes

Education

Bachelor's degree or equivalent

Master's degree or equivalent

Tools

Salesforce

Job description

Amazon Leo is Amazon's low Earth orbit satellite network. Our mission is to deliver fast, reliable broadband connectivity to customers beyond the reach of existing networks. From households to small businesses, schools, hospitals, and government agencies, Amazon Leo will serve communities and organizations operating in places without dependable internet access.

This position serves as the operational right hand to the Enterprise Sales Leader within the Leo B2B Commercial Sales organization. Operating as the de facto COO for the Enterprise team, this role enables the sales leader to make data-driven decisions, look around corners, and drive predictable business outcomes.

The Field Sales Operations Lead will be responsible for the full operational lifecycle of the Enterprise business - from revenue reporting and forecasting to strategic planning and cross-functional partnership. This is a high-visibility role that requires both analytical rigor and strategic business acumen, with direct influence on the trajectory of Amazon Leo's Enterprise business.

Key job responsibilities

Revenue Operations & Financial Management

• Own all aspects of revenue reporting, analysis, and financial management for the Enterprise team, ensuring timeliness, completeness, and accuracy
• Develop and deliver business insights encompassing key metrics reviewed with the Enterprise Sales Leader and Leo B2B Sales leadership team to inform decisions and drive action
• Lead revenue forecasting cadence - delivering weekly, monthly, and quarterly forecasts with clear assumptions and variance analysis
• Drive pipeline inspection and management processes to ensure pipeline hygiene and coverage ratios align with business targets

Territory Design & Quota Deployment

• Lead territory planning, account segmentation, and quota development for the Enterprise team
• Partner with Finance and Compensation teams to design and deploy Account Manager quota plans
• Manage headcount tracking and planning in support of hiring objectives

Rhythm of Business & Strategic Planning

• Design, develop, and own the full Rhythm of Business cadence for the Enterprise team - including MBR, QBR, and annual planning cycles
• Author strategic vertical narratives and lead the formulation and delivery of Quarterly Business Reviews
• Facilitate Monthly Business Reviews with clear operational insights, trends, and recommended actions
• Coordinate OP1/OP2 planning activities, narrative development, and goal-setting processes

Strategic Partnership & Cross-Functional Leadership

• Serve as the strategic thought partner to the Enterprise Sales Leader - providing data-backed recommendations, identifying risks early, and helping the leader look around corners
• Partner cross-functionally with Finance, Legal, Accounting, Tax, Service Teams, Marketing, and Partner organizations to deliver on business objectives
• Coordinate with corporate teams to influence roadmap for enhanced business intelligence, CRM tools, and operational processes
• Evaluate and recommend new ways of managing business operations that can accelerate Leo’s growth in Enterprise
• Represent the Enterprise Team in cross-team strategic initiatives and planning forums

Export Control Requirement

• Due to applicable export control laws and regulations, candidates must be a U.S. citizen or national, U.S. permanent resident (i.e., current Green Card holder), or lawfully admitted into the U.S. as a refugee or granted asylum.

About the team

As a member of the Leo Sales Planning & Compensation (SPC) team, you will be working alongside a group of sales operations professionals to support the Leo B2B Commercial Sales organization. In addition to designing and administering Sales Compensation for the organization, the team also provides end-to-end sales operations support to our sales teams and leaders.

In this role, you will be working with Leo sales team members, as well as related functions including finance, legal, accounting, tax, the Deal Desk, Sales & Partner Products, and more.

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

Preferred Qualifications

• Experience presenting to senior leadership
• Master's degree or equivalent
• Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations

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 applic