Senior Sales Ops Lead - B2B Fulfillment Network

Amazon; Boston (MA); On-site; USD 134,000 - 181,000; Full time

Job summary

Amazon.com Services LLC in Boston is seeking a Senior Sales Operations Lead to own go-to-market execution for a new B2B fulfillment network across the United States.

You will architect GTM motions, build scenario models, and align with Operations, Finance, and Network Design to translate network investments into measurable enterprise outcomes.

This role requires strategic thinking, cross-functional collaboration, and executive communication.

Qualifications

• 6+ years of Microsoft Excel experience.
• Experience presenting to senior leadership.
• Experience developing and implementing systems/tools for CRM, 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: concentrated high-touch engagement for top-quartile enterprise accounts, scoped 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 to align demand planning with building launch timelines, translating site-level capacity constraints into sales planning inputs.
• 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 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 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 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 with Sales Leadership, Enablement, Marketing, Supply Chain, and Tech teams to ensure GTM activation is synchronized with operational milestones.

Skills

Excel

Senior leadership presentation

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Amazon.com Services LLC in Boston is seeking a Senior Sales Operations Lead to own go-to-market execution for a new B2B fulfillment network across the United States.

You will architect GTM motions, build scenario models, and align with Operations, Finance, and Network Design to translate network investments into measurable enterprise outcomes.

This role requires strategic thinking, cross-functional collaboration, and executive communication.