Senior Sales Operations Lead, Revenue & Forecasting

Description

AWS Sales, Marketing, and Global Services (SMGS) Operations is seeking a Senior Sales Operations lead to manage the day-to-day execution of the revenue forecasting mechanism for AWS Global Sales. This is a high-impact individual contributor role within AGS Business Operations, responsible for driving forecast accuracy and operational excellence across all geographies (NAMER, EMEA, APJ, LATAM) and business units (AGS, WWPS, AWSI).

The ideal candidate will serve as a key operator within the forecasting mechanism — the critical process through which AWS commits revenue to leadership and holds the field accountable to delivery. This role sits at the intersection of Finance, Business Intelligence, sales tooling, and field sales leadership, managing the data flows and analysis that underpin the Weekly Business Review (WBR) and broader leadership reporting.

The successful candidate will combine strong sales operations expertise with quantitative analytical skills, demonstrating the ability to execute and improve forecast processes, drive data quality and accuracy, and partner effectively with senior stakeholders across geographies. This role requires strong judgement in data-intensive environments and the ability to operate with increasing autonomy under the guidance of senior leadership.

Key Job Responsibilities

• Manage the global AGS/SMGS revenue forecasting process: execute the established cadence, governance, and accountability framework across all geos and business units
• Execute quarterly forecast cycles (Q2G, Q3S, Q4S) including field submission tracking, central adjustment application, and gap analysis between bottoms-up and top-down forecasts
• Run the weekly and monthly revenue publish process, ensuring accuracy and timeliness of revenue reporting to senior leadership
• Prepare forecast commentary and variance analysis to support leadership business reviews (WBR), translating data into clear, actionable narratives
• Drive improvements to AWSentral forecast tooling — gather requirements from geo teams, document feature requests, and partner with product development to enhance functionality
• Operate the industry revenue forecasting model: map base/deferred data to templates, apply validated bottoms-up intelligence to refine ML model outputs
• Deliver cross-geo and cross-BU forecast data views (AGS, WWPS, AWSI) for leadership deep dives and ad-hoc requests
• Manage the Private Deals Summary process, providing visibility into deal-level revenue impacts
• Identify patterns in forecast variance, surface root causes of misses, and recommend corrective actions to improve accuracy
• Partner with Finance on revenue recognition alignment, ensuring forecast assumptions are consistent with financial actuals
• Collaborate with Business Intelligence teams to maintain and improve forecast reporting, dashboards, and self-service analytics
• Maintain inspection mechanisms that enable leadership to identify forecast risks early and support proactive intervention

A Day in the Life

Monday: Review revenue publish data, identify variance from prior forecast, prepare initial commentary and flag emerging risks for the leadership team

Mid-week: Conduct forecast deep dives with geo sales operations partners, validate field submissions against run-rate signals and pipeline intelligence

WBR Prep: Consolidate cross-geo inputs into forecast summary content for leadership review, highlighting key movers, risks, and opportunities

Finance Partnership: Align with Finance counterparts on revenue recognition, deferred revenue modelling, and variance attribution

Tooling & Improvement: Document requirements for AWSentral forecast tool enhancements, test feature updates, and gather feedback from geo teams

Ad-hoc: Field leadership data requests requiring rapid synthesis of forecast views across dimensions (industry, geography, business unit, segment)

Quarterly: Execute the full forecast cycle from field kickoff through submission review to final lock, managing escalations and exceptions with senior guidance

About The Team

This role sits within the AGS Business Operations team in SMGS Ops, a high-performing group that serves as the operational engine for AWS Global Sales. The team drives business management mechanisms, revenue insights, and operational excellence for a $100B+ global sales organisation supporting 25,000+ builders.

The Business Operations Team Comprises Complementary Functions

• Revenue & Forecasting — Manages forecast accuracy, revenue publish, and business review content (this role)
• Mechanisms PMO — Orchestrates the operational cadence and cross-functional program delivery
• Pipeline Mechanism — Drives pipeline creation, inspection, and conversion excellence
• WBR Mechanism — Owns the production and evolution of the Weekly Business Review
• Qualitative Insights — Delivers field intelligence and customer signals to leadership

The team operates globally with members distributed across the US and internationally. We value intellectual curiosity, operational rigour, and the ability to translate data into business outcomes. The culture is fast-paced, collaborative, and oriented around continuous improvement of the mechanisms that run the AWS sales business.

About 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.

Basic Qualifications

• 10+ 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
• 7+ years of sales operations or equivalent experience

Preferred Qualifications

• Experience using Salesforce (or other CRM tool) or BI tools
• Experience presenting to senior leadership

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