Senior Challenger-Driven Sales Enablement Lead

Amazon Inc.; Omaha, Northern (NE, KY); Hybrid; USD 140,000 - 205,000; Full time

Job summary

Amazon Shipping seeks a Sr. Sales Effectiveness Lead to raise the standard for customer-facing selling and to translate pricing strategy into practical negotiation guidance for Business Developers.

You will observe field interactions, diagnose capability gaps, and design targeted interventions using coaching, simulations, and role-playing to measurably improve seller behavior and commercial outcomes. This role partners with Sales, Pricing, and Finance to drive pricing discipline and durable

Qualifications

• 3+ years of Microsoft Office products and applications experience.
• Experience in training, performance management and coaching/mentoring.
• 7+ years of experience in sales enablement, sales effectiveness, commercial excellence, sales training, or a related field supporting B2B sales organizations.

Responsibilities

• Own the sales effectiveness strategy for Amazon Shipping’s Business Development organization, defining and continuously raising the standard for customer-facing selling.
• Diagnose seller capability gaps using customer-call observation, deal and negotiation inspection, performance data, seller feedback, and direct partnership with Sales leaders.
• Embed Challenger and Framemaking into how BDs discover customer needs, create differentiated perspectives, articulate value, handle objections, and advance opportunities.
• Build and lead negotiation capability across the organization, including negotiation strategy, buyer psychology, value defense, anchoring, concession management, and give-get techniques.
• Partner with Pricing and Finance to translate pricing strategy and commercial economics into practical guidance that helps BDs navigate pricing conversations and protect value.
• Support complex and high-value customer negotiations by helping BDs prepare negotiation strategies, anticipate customer positions, identify leverage, plan concessions, and respond effectively under pressure.
• Design and facilitate high-impact sales development through simulations, role-play, deal-based practice, coaching, certifications, and other mechanisms that replicate real customer situations.
• Equip Sales leaders with practical coaching mechanisms and tools that reinforce effective selling behaviors in the field.
• Measure effectiveness through observable changes in seller behavior, negotiation outcomes, pricing discipline, sales effectiveness, and commercial performance.

Skills

Coaching & mentoring

Sales enablement

Performance diagnosis

Strategic selling

Education

Master's degree

Tools

Microsoft Office

Job description

Amazon Shipping seeks a Sr. Sales Effectiveness Lead to raise the standard for customer-facing selling and to translate pricing strategy into practical negotiation guidance for Business Developers.

You will observe field interactions, diagnose capability gaps, and design targeted interventions using coaching, simulations, and role-playing to measurably improve seller behavior and commercial outcomes. This role partners with Sales, Pricing, and Finance to drive pricing discipline and durable