Field Sales Operations Lead

About The Role

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 Sales (AGS) team interacts with leading companies and believes that world-class support is critical to customer success.

The NAMER Global Sales Strategy & Operations team is seeking a driven, experienced, and strategically minded Sales Operations Lead for the US Specialist organization. Area Specialists engage directly with assigned customers in partnership with Field Sales teams to provide subject matter expertise critical to advancing and launching opportunities. Area Specialists are part of the Account Teams for account planning, opportunity identification and pursuit (including RFP/RFIs, architecture development), closing deals, and shepherding wins to post-sales teams.

The FSO Lead for the US Specialist Org will serve as the strategic operations owner and COO-equivalent for the Specialist organization, functioning as a critical business partner to sales leadership. This is a forward-looking, tech-enabled operations leadership position — one that goes beyond traditional quota management and represents a strategic investment in operational leadership, ensuring the organization executes with rigor, scales effectively, and maximizes revenue potential across its domains.

Key Responsibilities

• Serve as strategic business partner and COO-equivalent to sales leadership, driving operational rigor and enabling leaders to focus on customer engagement and revenue generation
• Define and execute go-to-market strategy in partnership with sales leadership, ensuring cross-divisional alignment and execution consistency
• Own end-to-end business cadences including Annual Planning, MBRs, QBRs, territory design, quota setting, and headcount management
• Drive pipeline inspection and growth strategies, identifying and resolving stalled opportunities to maximize revenue potential
• Develop and maintain standardized reporting and insights that support data-driven decision-making for senior leadership
• Identify, adopt, and demonstrate proficiency with AI-powered and productivity tools — including Excel, RowZero, Amazon QuickSuite, NarrateAI, InstructAI, Smartsheet, SIFT, and Salesforce — to streamline workflows, reduce manual effort, and surface insights at speed and scale
• Establish and refine coverage model design, annual planning processes, and compensation plan execution
• Work cross-functionally with Sales, Finance, HR, Marketing, Business Development, Professional Services, and Partner teams to land and execute operational priorities
• Develop routine and ad-hoc analytic reports for senior management on business performance and goal attainment
• Assist Sales Managers in evaluating team performance and translating insights into actionable recommendations

Basic Qualifications

• 5+ years of Microsoft Excel experience
• Bachelor’s degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field
• Experience with sales CRM tools such as Salesforce or similar software
• Experience defining, refining and implementing sales processes, procedures and policies or equivalent

Preferred Qualifications

• 5+ years of finance, business management and sales operations experience
• Experience working within a high-growth, technology company
• Experience with reporting and Data Visualization tools such as Quick Sight / Tableau / Power BI or other BI packages