Amazon Shipping is building a high-growth business designed to transform how the world thinks about logistics. As our Business Development organization scales, the ability to sell on value—not default to discounting—is the single biggest lever for margin protection and commercial success. We are looking for a Learning & Development leader to design and deliver training that builds commercial confidence in BD teams—specifically around pricing strategy, negotiation, and the Challenger Sale's Take Control tenet.
As a Sr. Learning & Development Lead, you will own quarterly pricing and negotiation enablement programs that give Business Developers the knowledge, frameworks, and practiced conviction to hold ground on margin under real-world pressure. You will ensure BDs deeply understand Amazon Shipping's pricing levers (rate cards, DIM weight, surcharges, value-based framing), anticipate shipper behavior, and execute the "Take Control" moment with confidence. Your work directly addresses where margin is actually won or lost—the moment a BD either holds price or concedes. You will turn capability gaps into measurable performance outcomes.
About You
You are an enablement leader who understands that pricing fluency without negotiation confidence is incomplete—and that confidence only comes from practice under pressure. You design learning that goes beyond frameworks and into rehearsal: simulated negotiations, escalating objection scenarios, and realistic deal pressure that builds tension tolerance and the muscle memory BDs need to hold ground when it matters most.
You are deeply curious about pricing strategy, commercial economics, and buyer psychology. You have strong instructional design chops—scenario-based learning, Bloom's-aligned objectives, meaningful assessment—and you can facilitate live training with sales audiences who will push back. You partner closely with Pricing and Finance teams to stay current on rate structures, margin dynamics, and competitive positioning, and you translate that complexity into practical, repeatable selling conviction for the field. You measure success not by content delivered, but by whether BDs actually hold price in live deals.
Key job responsibilities
Design and facilitate scenario-based training on pricing (rate cards, DIM weight, surcharges, value-based framing) and negotiation on a quarterly cadence.
Build and iterate on Challenger Take Control curriculum—including tension tolerance, reframing price conversations, and holding ground under pushback.
Develop and maintain Hyperbound AI roleplay scenarios focused on pricing conversations, objection handling, and commitment negotiations with structured scoring rubrics.
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Develop role play simulations, practice briefs, and assessments tied to real sales scenarios that escalate from positioning through objection handling to pricing/commitment conversations.
Administer and manage pricing and negotiation content within Learn (LMS), including course assignments, certifications, and completion tracking.
Collect and analyze L1–L2 data; connect training outcomes to business metrics including discount rates, average deal value, and margin hold rates.
Partner with the Pricing team and Finance to ensure training content reflects current rate strategies, margin expectations, and shipper behavior patterns.
Partner with sales leadership to identify know-do gaps and translate them into targeted interventions.
Continuously improve programs as market conditions, pricing structures, or competitive dynamics shift.
Basic qualifications
5+ years of program or project management experience
Experience using data and metrics to determine and drive improvements
Experience owning program strategy, end to end delivery, and communicating results to senior leadership
5+ years of experience in Learning & Development with a sales enablement focus (BD, inside sales, or field sales context)
Demonstrated experience building Challenger Sale-based curriculum—not just familiarity, but actual design work. Candidates should be able to articulate the distinction between Teach-Tailor-Take Control and demonstrate how they've operationalized it in past curriculum.
Experience facilitating live training with sales audiences who will push back—including tenured, quota-carrying sellers, not only new hires
Preferred qualifications
Master's degree, or MBA in business, operations, human resources, adult education, organizational development, instructional design or related field
Experience with AI-powered practice tools (e.g., Hyperbound, Second Nature, Pitch Monster)
Familiarity with Kirkpatrick or similar measurement frameworks, particularly L3 (behavior change) and L4 (business impact) approaches
Track record of measurable impact on deal economics (e.g., reduced discounting, improved margin, higher average deal value)
Experience with LMS administration and learner engagement analytics
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, Irvine - 115,600.00 - 160,000.00 USD annually USA, CA, Santa Monica - 115,600.00 - 160,000.00 USD annually USA, IL, Chicago - 115,600.00 - 160,000.00 USD annually USA, MA, Boston - 115,600.00 - 160,000.00 USD annually USA, NY, New York - 127,200.00 - 185,000.00 USD annually USA, TX, Austin - 115,600.00 - 160,000.00 USD annually USA, WA, Bellevue - 115,600.00 - 160,000.00 USD annually
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