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 & Business Operations Lead for the US Specialist organization. This combined role leans primarily toward Sales Operations, maintaining operational excellence across sales processes and initiatives, while also owning the full operating rhythm, executive cadences, and strategic planning mechanisms 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. Acting as the front-line touch point for Specialist customer engagement, Area Specialists provide data and anecdotes on what is working and what is not back into Worldwide and Service teams.
The Field Sales & Business Operations 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 that goes beyond traditional quota management and field sales support. It represents a strategic investment in operational leadership that ensures the business operations is executed with rigor, runs efficient business mechanisms (XBRs, OP1/OP2 planning, staff meetings, all team broadcasts, offsites and similar), scales effectively through AI-powered automation, and maximizes revenue potential across its domains. The ideal candidate will own the division's operating rhythm and executive cadences, drive cross-divisional operational excellence, leverage AI-powered tools and automation to accelerate business reviews and surface insights faster, serve as the critical conduit between field and worldwide teams to ensure alignment and execution consistency, and enable sales leaders to focus on customer engagement and revenue generation.
This candidate will own the rhythm of the business, including OP1 & OP2 planning cycles with work-back timelines and intake mechanisms, Divisional Business Reviews (XBRs), Monthly Business Reviews, Quarterly Business Reviews, weekly Division leader staff meetings, and other cadenced reporting and mechanisms. They will drive pipeline growth strategies, inspect and resolve stalled opportunities, produce automated business review narratives, and establish standardized reporting and insights that enable data-driven decision-making at scale. This role will also lead the strategic definition of key operational systems and processes, drive adoption of AI-powered tools (such as SIFT and AWSentral Forecasting), and centralize a tools roadmap with standard use cases and curated best practices to meet the growth trajectory of the business.
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This position works with multiple stakeholders supporting the extended Enterprise Sales organization, including partnering with peer Field Sales Operations team members, and external partners in Business Development, Marketing, Professional Services, Finance, HR, and the Partner team. The candidate must communicate effectively across technical and non-technical business units and across geographies, and must be adept at managing executive-level cadences including agenda design, facilitation, and action tracking.
The candidate will play a key role in defining processes for end-to-end execution of territory planning and account alignment, sales compensation management, headcount planning, and revenue and goals planning. A successful candidate demonstrates a proven work ethic that drives results, is willing to "roll up their sleeves" in a hands-on, matrixed environment, and actively embraces AI and automation as tools to work smarter, move faster, and scale operational impact across the division. The candidate will also own and continue to evolve the AI adoption strategy for the organization.
Key job responsibilities Serve as COO-equivalent to division leadership, driving operational rigor across business operations and field sales
Coordinate Divisional Business Reviews (XBR); standardize templates with auto-populated centralized appendix, eliminating manual compilation
Lead OP1 & OP2 planning end-to-end with work-back timelines, stakeholder coordination, and intake mechanisms; own in-year planning (AP cleanup, M&A, L/J)
Run mechanisms (Top Deals, IPMM); manage weekly leader staff meetings and offsites (agenda, facilitation, action tracking)
Own annual Fast Start initiatives across OneTeam and lead division-wide strategic projects (e.g., new coverage models)
Automate Business Reviews with modular narratives (Revenue + Pipeline) scaling across WBR, MBR, IPMM, and local reviews with Central Ops
Drive adoption of AI tools (SIFT, AWSentral Forecasting); centralize tools roadmap, standard use cases, and best practices
Produce weekly pipeline summary communications (WoW/MoM/YoY changes, hygiene scores); maintain standardized reporting for data-driven decisions
Own territory design, quota setting, headcount, and compensation plan execution; drive pipeline inspection and resolve stalled opportunities
Work cross-functionally with Sales, Finance, HR, Marketing, BD, ProServe, and Partners to execute priorities and close process gaps
About AWS
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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 tha
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