Description 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 The NAMER Startups Sales Operations team is a critical engine powering the growth of the Startups segment. The Sales Operations Lead will play a pivotal role in delivering on NAMER Startups goals and priorities by closely collaborating with the Sales & Business Development teams. In this role, you will design and optimize the operational frameworks, tools, and playbooks to efficiently identify, qualify, and convert Greenfield startup prospects into active AWS customers. You will establish standardized processes, metrics, and data-driven insights to continuously improve the efficiency and effectiveness of our operations with the Customer in mind and for scalability. In addition, you will drive the execution and achievement of key team customer acquisition and spend goals. Serving as a strategic partner to sales leadership, you will translate NAMER Startups growth objectives into operational plans for your assigned work-stream, providing regular, data-driven updates on progress to inform decision-making. Ultimately, you will remove roadblocks and drive solutions that empower the sales force to effectively acquire, grow, and retain the best startups on AWS, supporting the mission to make AWS the Cloud Service Provider of choice for the next generation of high-growth startups. 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. GSO2024 Basic Qualifications - Bachelor's degree or equivalent - 10+ years of sales operations or equivalent experience - Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations - Experience developing and implementing systems/tools utilized for CRM, variable compensation, revenue reporting, forecasting, Salesforce automation, etc. 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 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 https://www.amazon.jobs/en/disability/us. 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 compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $120,500/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 https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.