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Sales Operations Manager, North America Startups

4 months ago

East Palo Alto, California, United States Amazon Full time

Amazon Web Services (AWS) is the leading cloud provider, offering virtualized infrastructure, storage, networking, GenAi, messaging, analytics, and other web computing services to customers all over the world. AWS operates a globally distributed environment at massive levels of scale, offering over 200 fully featured services to millions of active customers around the world—including the fastest-growing startups, largest enterprises, and leading government agencies—to power their infrastructure. Startups, which are now primarily born-in-the-cloud, represent a critically important and growing subset of customers to AWS. Startups have unique needs, priorities, and growth trajectories that distinguish them from traditional businesses and require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them long-term on the AWS platform. This is your chance to join our high-impact Global Sales Operations team as the Sales Operations Lead for Startups in North America.

Key job responsibilities

In this pivotal central role, you'll spearhead strategic projects that empower both Field Sales Operations and broader Sales teams. You'll become the subject matter expert on productivity initiatives and geo-specific startup nuances, fostering seamless collaboration across NAMER Startup and Sales, Marketing, and Global Services (SMGS) Operations. Leveraging your expertise in workflow management, data analysis, and navigating complexity, you'll define key sales support systems aligned with business goals. You'll build strong relationships with stakeholders across Sales, Business Development, Partner, Finance, Marketing, and other critical functions.

On the operational side, you'll assume strategic oversight and execution of key functions for the North America Startup (NAMER SUP) team. This encompasses managing the annual planning process, optimizing territory alignments for maximum coverage, and ensuring effective headcount planning to fuel growth objectives. Additionally, you'll lead change management initiatives for process improvements while focusing on initiatives that enhance operational productivity across the NAMER SUP organization. Ultimately, you'll be instrumental in removing roadblocks and driving solutions that empower the sales force to acquire, grow, and retain the best startups on AWS.

About the team

Our North America Startups Sales Operations team acts as a trusted advisor, providing "Chief Operating Officer (COO)"-level support and thought leadership to sales leaders. This translates to high-quality decision-making built on a foundation of data-driven insights. We go beyond the immediate, offering an "outside-in" perspective on the long-term health of the business. We identify and own critical, long-term operational initiatives – the "big rocks" that may not yield immediate results but are essential for long-term viability. Ultimately, we empower ambitious startups to change the world and turn bold ideas into reality.

About AWS

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred 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.

About Sales, Marketing and Global Services (SMGS)

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.

We are open to hiring candidates to work out of one of the following locations:

Austin, TX, USA | Chicago, IL, USA | Denver, CO, USA | East Palo Alto, CA, USA | Houston, TX, USA | New York, NY, USA | Seattle, WA, USA

Basic Qualifications

  • Bachelor's degree or equivalent
  • 10+ years of sales operations or equivalent experience
  • Experience defining, refining and implementing sales processes, procedures and policies or equivalent
  • Experience developing and implementing systems/tools utilized for CRM, variable compensation, revenue reporting, forecasting, Salesforce automation, etc.
  • Full project management lifecycle experience designing solutions from initiation to implementation

Preferred Qualifications

  • Master's degree or equivalent
  • Experience working within a high-growth, technology company
  • Experience using Salesforce (or other CRM tool) or BI tools
  • Experience presenting to senior leadership
  • Ability to influence at an executive level and to share critical business insights
  • Ability to prioritize well and communicate clearly across all levels of the organization

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $107,100/year in our lowest geographic market up to $199,300/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.