Senior Enablement Lead: Challenger & Negotiation

Amazon; Austin (TX); Hybrid; USD 138,000 - 187,000; Full time

Job summary

Amazon Shipping is seeking a Sr. Sales Effectiveness Lead to transform how a large sales organization sells, translating commercial strategy into measurable improvements in seller behavior and performance.

You will develop customer-facing capabilities, embed Challenger principles, and drive negotiation excellence across the Business Development organization. You will stay close to field observations, diagnose capability gaps, and deliver targeted interventions through coaching, simulations, and

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.
• 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

Microsoft Office

Sales enablement

Coaching

Performance management

Deal analysis

Education

Master's degree in Education/Instructional Design or related field

Job description

Amazon Shipping is seeking a Sr. Sales Effectiveness Lead to transform how a large sales organization sells, translating commercial strategy into measurable improvements in seller behavior and performance.

You will develop customer-facing capabilities, embed Challenger principles, and drive negotiation excellence across the Business Development organization. You will stay close to field observations, diagnose capability gaps, and deliver targeted interventions through coaching, simulations, and