Sr. Sales Operations Lead, ASP Sales Operations-Data & AI Pillar

Amazon; New York (NY); On-site; USD 140,000 - 210,000; Full time

Job summary

AWS is seeking a Sales Operations Lead to drive data-driven decision-making and operational excellence for the ASP organization focused on the Data and AI Pillar. As a strategic business partner to Worldwide Data and AI GTM leadership, the role translates complex data into actionable insights, drives operational excellence, and shapes strategic direction of sales initiatives through deep business acumen.

This role partners with AI Worldwide GTM leadership to implement and manage sales processes,

Qualifications

• Experience leading sales operations for large, complex organizations.
• Ability to translate data into actionable insights for GTM leadership.
• Proven track record in setting territories and quotas.
• Comfort with AI-driven sales processes and automation.
• Excellent cross-functional collaboration and communication skills.

Responsibilities

• Documents and implements standardized sales processes and metrics.
• Develops and manages pipeline qualification and attribution.
• Orchestrates AI-human collaboration in the sales process.
• Maintains data quality for accurate reporting and forecasting.
• Conducts sales performance analysis and identifies risks.
• Prepares regular business reviews with insights on pipeline health.

Skills

Sales operations

Forecasting

Data analysis

Stakeholder management

Process improvement

Tools

CRM systems

AI sales tools

Sales analytics tools

Job description

Description

AWS is seeking a Sales Operations Lead, to drive data-driven decision-making and operational excellence for the Amazon Sales & Partner (ASP) organization, focused on the Data and AI Pillar. As a strategic business partner to Worldwide Data and AI GTM leadership, the Sales Operations Lead is the trusted advisor who translates complex data into actionable insights, drives operational excellence, and shapes the strategic direction of sales initiatives through deep business acumen and consultative partnership. This role is crucial in leading and scaling mission-critical frameworks, including territories and quota, goal setting, key initiatives, business reviews, forecasting, and data analysis, to inform strategic recommendations in a rapidly growing, complex environment. Serving as a strategy partner to AI Worldwide GTM leadership, the Sales Operations Lead develops, implements, and manages sales processes, systems, and metrics to help AI Worldwide GTM and those involved in the sales process increase revenue growth and customer acquisition. Proactively analyzes sales performance data and customer dynamics to identify growth opportunities and provide forward-looking strategic recommendations to leadership. Partners with stakeholders to achieve day-to-day operational excellence through sales process management, performance analysis, technology support, business reviews, operational planning, and communicating actionable insights, both verbally and in writing, while fostering strong stakeholder relationships. As the AI-powered sales landscape continues to evolve, this role will be instrumental in leveraging the latest artificial intelligence and machine learning technologies to enhance sales processes and decision-making, ensuring responsible implementation that drives measurable business impact. The Sales Operations Lead will work closely with AI Worldwide GTM leadership and cross-functional teams to responsibly implement and optimize AI-driven tools and workflows that augment the sales organization's productivity and effectiveness. This role requires a strategic thinker who can balance operational rigor with consultative partnership, translating data into business strategy while building trusted relationships across all levels of the organization.

Key job responsibilities

• 1. Documents and implements standardized sales processes and metrics, including KPI definitions and goal cascades, to support operational effectiveness. This may include determining sales territories and quotas for sales teams.
• 2. Develops and manages pipeline qualification, attribution, to ensure proper distribution, and resolves attribution escalations to ensure accurate financial reporting.
• 3. Orchestrates AI-human collaboration in the sales process, and manages and optimizes AI sales intelligence tools and automated customer/partner interaction systems
• 4. Maintains sales tools data quality to ensure accurate reporting and forecasting
• 5. Implements sales workflows and automation to streamline process and improve seller efficiency
• 6. Conducts sales performance analysis on win/loss data, conversion rates, goal attainment, and/or forecast accuracy to identify potential risks.
• 8. Prepares and drives regular business reviews with insights on pipeline health, performance trends, and operational efficiency.
• 9. Acts as primary point of contact to resolve stakeholders' requests and execute daily operational processes.
• 10. Leads sales tools training and adoption initiatives to improve utilization and productivity.
• 11. Leads cross-functional projects to improve sales efficiency and processes.
• 12. Drives escalations, gap-to-green, and/or other issues to resolution.

About the team

About AWS

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