Sr. Sales Operations Excellence Lead, AWS North America Strategy & Operations

The Sales Operations Excellence Lead will serve as a strategic driver of operational transformation within NAMER Sales Operations, with a primary focus on reducing operational burden for Field Sales Operations (FSO) colleagues through intelligent automation, centralized processes, and innovative tooling solutions. This role will identify high-impact opportunities, work with central teams to enable design and implementation of scalable solutions, and lead thoughtful change management initiatives that enhance the seller and operations experience while freeing up capacity for strategic, revenue-driving activities.

The ideal candidate will combine analytical rigor with customer-obsessed thinking, translating complex operational pain points into streamlined workflows that deliver measurable time savings and improved business outcomes. This role requires a systems thinker who can navigate ambiguity, build consensus across stakeholders, and drive adoption of new tools and processes with a focus on sustainable change.

Key job responsibilities
Operational Excellence & Process Optimization
1. Identify and prioritize operational inefficiencies across the Sales Operations team, focusing on activities consuming significant manual effort
2. Collaborate with Central teams to design and implement automation solutions for high-volume, repetitive tasks
3. Develop and maintain a prioritized roadmap of automation and centralization initiatives using the Above/Below the Line framework, ensuring alignment with business impact and leadership priorities

Tool Implementation & Adoption
1. Collaborate with field enablement teams to ensure successful launch of new tools and platforms, including requirements gathering, user acceptance testing, and rollout planning
2. Establish standardized processes for tool evaluation, vetting, and deployment to prevent fragmented adoption across divisions
3. Create and curate best practices, training materials, and enablement resources that drive consistent tool usage and value realization
4. Monitor adoption metrics and user feedback, iterating on implementations to maximize effectiveness and user satisfaction

Change Management & Stakeholder Engagement
1. Collaborate with field enablement to design and execute comprehensive change management strategies that address the people, process, and technology dimensions of operational transformation
2. Partner with the Sales Operations representatives to gather bottom-up insights, test solutions, and build grassroots support for new initiatives
3. Facilitate regular communication through weekly office hours, monthly reviews, and bi-weekly leadership updates to maintain transparency and alignment
4. Build trust with Field Sales Operations teams by demonstrating quick wins, addressing concerns proactively, and ensuring smooth transitions that minimize disruption

Data & Insights
1. Establish baseline metrics and tracking mechanisms to quantify time savings, adoption rates, and business impact of automation and centralization efforts
2. Create exception reporting and automated hygiene engines that proactively identify data quality issues and system inconsistencies before they create downstream problems
3. Partner with central data & analytics teams to consolidate and simplify dashboards/BI tools, driving adoption of standardized reporting as the single source of truth for data insights
4. Conduct post-implementation reviews to capture lessons learned and continuously refine the approach to operational excellence

Cross-Functional Partnership
1. Collaborate with central teams to align on shared priorities and eliminate redundant efforts
2. Serve as the voice of Sales Operations in product roadmap discussions, advocating for enhancements that address field pain points
3. Coordinate with Business Operations and Analyst/Planning Lead colleagues to ensure seamless handoffs and clear ownership boundaries as responsibilities are standardized and centralized

About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
- Master's degree or equivalent
- Experience working within a high-growth, technology company

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, IL, Chicago - 133,900.00 - 181,200.00 USD annually
USA, MA, - 133,900.00 - 181,200.00 USD annually
USA, NJ, Jersey City - 147,300.00 - 199,300.00 USD annually
USA, NY, New York - 147,300.00 - 199,300.00 USD annually
USA, TX, Austin - 133,900.00 - 181,200.00 USD annually
USA, VA, Arlington - 133,900.00 - 181,200.00 USD annually