Sales Ops Lead, GTM Strategy, GTMO Sales Ops, AB

Amazon; Arlington (VA); On-site; USD 134,000 - 181,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Job summary

Amazon Business in Arlington, VA seeks a Senior Sales Operations Lead to own the GTM for a new B2B fulfillment network. You will design the operating model, segmentation, and incrementality frameworks that connect network buildout to enterprise revenue and growth.

Lead multi-tier GTM motions, partner with Operations and Finance to align launches, and build a robust SFDC-driven pipeline with executive-level narratives for leadership review. A strong Excel and CRM background is essential.

Qualifications

• 6+ 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.

Responsibilities

• Build and own the commercial strategy framework for a dedicated B2B fulfillment network scaling from pilot to 20+ US sites, translating network topology and capacity plans into customer-facing GTM motions with quantified GMS targets by region, cohort, and sales motion.
• Design and validate incrementality models that bridge top-down financial targets to bottom-up account-level opportunity, using scenario analysis to quantify the contribution of sales-led engagement, managed spend activation, and marketing-led motions across enterprise customer segments.
• Own customer segmentation and prioritization for a 10,000+ account universe — developing composite scoring frameworks, cohort-level growth rate analysis, and managed spend conversion premium quantification to focus sales resources on highest-yield accounts.
• Architect multi-tier GTM motions: high-touch engagement for top-quartile enterprise accounts, scaled managed spend activation for mid-tier cohorts, and marketing-led outreach for long-tail accounts with distinct KPIs.
• Partner with Operations, Finance, and Network Design to align demand planning with site launch timelines and translate capacity constraints into sales inputs.
• Drive Sales Operations infrastructure — Territory Planning, quota development, SFDC workflow, and performance management frameworks.
• Build the measurement and reporting stack for network-specific GMS contribution including cohort analysis and pipeline-to-attainment waterfall.
• Model and simulate business outcomes to inform VP-level investment decisions including 5-year build and payback analyses.
• Develop executive-ready narratives that translate complex models into strategic recommendations for senior leadership.
• Collaborate cross-functionally with Sales Leadership, Enablement, Marketing, Supply Chain, and Tech teams to synchronize GTM activation with milestones.

Skills

Microsoft Excel

Sales operations

Education

Bachelor's degree or equivalent

Tools

Salesforce

BI tools

Job description

Description

Come be a part of a rapidly expanding $35 billion dollar global business. At Amazon Business, a fast-growing startup passionate about building solutions, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech & retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations thrive. At Amazon Business, we strive to be the most recognized and preferred strategic partner for smart business 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 and industries. Unlock your career potential.

We are seeking a Senior Sales Operations Lead to own our strategic and go-to-market execution for a new, purpose-built B2B fulfillment network launching across the United States. This role sits at the intersection of network economics, enterprise sales, and operational scaling, building the engine that translates infrastructure investment into customer acquisition and GMS growth. You will architect the GTM motions, scenario models, and pipeline frameworks that connect a multi-billion-dollar network buildout to measurable enterprise customer outcomes.

This isn't a maintenance role. You'll be standing up the operating model from scratch; defining customer segmentation, building incrementality frameworks that pressure-test top-down targets against bottom-up account-level data, and designing the sales motions that activate managed spend across thousands of enterprise accounts. You'll own the bridge between network capacity coming online and the revenue those buildings need to justify their investment.

Key job responsibilities

• Build and own the commercial strategy framework Build and own the commercial strategy framework for a dedicated B2B fulfillment network scaling from pilot to 20+ US sites, translating network topology and capacity plans into customer-facing GTM motions with quantified GMS targets by region, cohort, and sales motion.
• Design and validate incrementality models Design and validate incrementality models that bridge top-down financial targets to bottom-up account-level opportunity, using scenario analysis (Conservative / Base / Optimistic) to quantify the contribution of sales-led engagement, managed spend activation, and marketing-led motions across enterprise customer segments.
• Own customer segmentation and prioritization Own customer segmentation and prioritization for a 10,000+ account universe — developing composite scoring frameworks, cohort-level growth rate analysis, and managed spend conversion premium quantification to focus sales resources on highest-yield accounts.
• Architect multi-tier GTM motions: Architect multi-tier GTM motions: concentrated high-touch engagement for top-quartile enterprise accounts ($50M+ addressable base), scaled managed spend activation for mid-tier cohorts, and marketing-led automated outreach for long-tail accounts, each with distinct KPIs, conversion assumptions, and ROI models.
• Partner with Operations, Finance, and Network Design Partner with Operations, Finance, and Network Design to align demand planning with building launch timelines, translating site-level capacity constraints into sales planning inputs (coverage radius, direct dispatch eligibility, ASIN selection ramp, and delivery speed commitments).
• Drive Sales Operations infrastructure Drive Sales Operations infrastructure — Territory Planning aligned to network geography, quota development calibrated to building launch cadence, SFDC workflow implementation for pipeline tracking, and performance management frameworks that surface leading indicators of network adoption.
• Build the measurement and reporting stack Build the measurement and reporting stack for network-specific GMS contribution, including cohort analysis by managed spend engagement tier, pipeline-to-attainment waterfall, weekly unit forecasting against building capacity, and growth rate benchmarking across MS-engaged vs. non-engaged accounts.
• Model and simulate business outcomes Model and simulate business outcomes to inform VP-level investment decisions — including 5-year build plan economics, per-site payback analysis, reseller exclusion sensitivity testing, and ASIN category expansion accelerators.
• Develop executive-ready narratives Develop executive-ready narratives that translate complex scenario models into clear strategic recommendations for senior leadership, calibrating language and granularity for VP audiences while preserving analytical rigor in appendices.
• Collaborate cross-functionally Collaborate cross-functionally with Sales Leadership, Enablement, Marketing, Supply Chain, and Tech teams to ensure GTM activation is synchronized with operational milestones (inbound launch, outbound launch, tech releases, selection ramp).

Basic Qualifications

• 6+ 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 using Salesforce (or other CRM tool) or BI tools
• Experience presenting to senior leadership

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 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, MA, Boston - 133,900.00 - 181,200.00 USD annually

USA, NY, New York - 147,300.00 - 199,300.00 USD annually

USA, TX, Austin - 133,900.00 - 181,200.00 USD annually

USA, VA, Arlington - 133,900.00 - 181,200.00 USD annually