Strategic Sales Ops Lead for Enterprise GTM Network

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

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Job summary

Amazon Business in Arlington, VA seeks a Senior Sales Operations Lead to own the GTM for a new B2B fulfillment network. You will design the operating model, segmentation, and incrementality frameworks that connect network buildout to enterprise revenue and growth.

Lead multi-tier GTM motions, partner with Operations and Finance to align launches, and build a robust SFDC-driven pipeline with executive-level narratives for leadership review. A strong Excel and CRM background is essential.

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: high-touch engagement for top-quartile enterprise accounts, scaled managed spend activation for mid-tier cohorts, and marketing-led outreach for long-tail accounts with distinct KPIs.
• Partner with Operations, Finance, and Network Design to align demand planning with site launch timelines and translate capacity constraints into sales inputs.
• Drive Sales Operations infrastructure — Territory Planning, quota development, SFDC workflow, and performance management frameworks.
• Build the measurement and reporting stack for network-specific GMS contribution including cohort analysis and pipeline-to-attainment waterfall.
• Model and simulate business outcomes to inform VP-level investment decisions including 5-year build and payback analyses.
• Develop executive-ready narratives that translate complex models into strategic recommendations for senior leadership.
• Collaborate cross-functionally with Sales Leadership, Enablement, Marketing, Supply Chain, and Tech teams to synchronize GTM activation with milestones.

Skills

Microsoft Excel

Sales operations

Education

Bachelor's degree or equivalent

Tools

Salesforce

BI tools

Job description

Amazon Business in Arlington, VA seeks a Senior Sales Operations Lead to own the GTM for a new B2B fulfillment network. You will design the operating model, segmentation, and incrementality frameworks that connect network buildout to enterprise revenue and growth.

Lead multi-tier GTM motions, partner with Operations and Finance to align launches, and build a robust SFDC-driven pipeline with executive-level narratives for leadership review. A strong Excel and CRM background is essential.