Senior Sales Ops Lead: Enterprise GTM & Growth

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

Benefits offered by this job

Health insurance

RSUs

401(k) matching

Paid time off

Job summary

Amazon Business in Arlington, VA seeks a Senior Sales Operations Lead to own GTM for a national B2B fulfillment network, bridging network economics with enterprise sales. You will architect the go-to-market motions and scenario analyses that connect a multi-site buildout to measurable outcomes.

Lead cross-functional efforts with Operations, Finance, Marketing, and Sales to translate capacity plans into pragmatic sales strategies, and develop stack governance for pipeline, forecasting, and

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: 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, SFDC workflow implementation for pipeline tracking, and performance management frameworks.
• 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 to translate complex models into clear strategic recommendations for senior leadership, preserving analytical rigor.

Skills

Microsoft Excel

CRM systems

Sales forecasting

Education

Bachelor's degree

Tools

Salesforce

Job description

Amazon Business in Arlington, VA seeks a Senior Sales Operations Lead to own GTM for a national B2B fulfillment network, bridging network economics with enterprise sales. You will architect the go-to-market motions and scenario analyses that connect a multi-site buildout to measurable outcomes.

Lead cross-functional efforts with Operations, Finance, Marketing, and Sales to translate capacity plans into pragmatic sales strategies, and develop stack governance for pipeline, forecasting, and