What are the responsibilities and job description for the Principal Sales Operations Lead — Enterprise Segment Lead, Amazon Shipping position at Amazon?
Description
Amazon Shipping is building a high-growth business designed to transform how the world thinks about logistics. We’re rapidly expanding our shipping and delivery services to brands and merchants across the U.S., and we’re looking for Sales Operations leaders who can help scale complex, enterprise-grade sales motions with precision and rigor.
As a Principal Sales Operations Lead for the Enterprise segment, you will own the operational backbone for our most complex customer engagements. You will design tools, workflows, and enablement mechanisms that support long sales cycles, multi-stakeholder buying committees, bespoke solutions, and rigorous governance—ensuring enterprise deals move efficiently from opportunity to value realization.
About You
You are a strategic, detail-oriented Sales Operations specialist who excels in complex, high-stakes environments. You understand how enterprise sales and business development actually work—not just in theory—and design operational mechanisms that support real-world deal complexity, customization, and risk management.
You balance precision with pragmatism, operating comfortably with senior stakeholders while staying deeply grounded in process, data, and execution. You anticipate where enterprise deals stall, design solutions to remove friction, and bring structure to ambiguity through clear operating models and decision frameworks.
Key job responsibilities
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 - 159,400.00 - 215,600.00 USD annually
USA, CA, Santa Clara - 175,300.00 - 237,100.00 USD annually
USA, CA, Santa Monica - 159,400.00 - 215,600.00 USD annually
USA, GA, Atlanta - 159,400.00 - 215,600.00 USD annually
USA, IL, Chicago - 159,400.00 - 215,600.00 USD annually
USA, MA, Boston - 159,400.00 - 215,600.00 USD annually
USA, NY, New York - 175,300.00 - 237,100.00 USD annually
USA, TX, Austin - 159,400.00 - 215,600.00 USD annually
USA, WA, Bellevue - 159,400.00 - 215,600.00 USD annually
Company - Amazon.com Services LLC
Job ID: A3181048
Amazon Shipping is building a high-growth business designed to transform how the world thinks about logistics. We’re rapidly expanding our shipping and delivery services to brands and merchants across the U.S., and we’re looking for Sales Operations leaders who can help scale complex, enterprise-grade sales motions with precision and rigor.
As a Principal Sales Operations Lead for the Enterprise segment, you will own the operational backbone for our most complex customer engagements. You will design tools, workflows, and enablement mechanisms that support long sales cycles, multi-stakeholder buying committees, bespoke solutions, and rigorous governance—ensuring enterprise deals move efficiently from opportunity to value realization.
About You
You are a strategic, detail-oriented Sales Operations specialist who excels in complex, high-stakes environments. You understand how enterprise sales and business development actually work—not just in theory—and design operational mechanisms that support real-world deal complexity, customization, and risk management.
You balance precision with pragmatism, operating comfortably with senior stakeholders while staying deeply grounded in process, data, and execution. You anticipate where enterprise deals stall, design solutions to remove friction, and bring structure to ambiguity through clear operating models and decision frameworks.
Key job responsibilities
- Own and scale enterprise sales operations, including RFx processes, approval workflows, and enterprise-specific Salesforce tooling.
- Design and deliver value realization tools, pricing support mechanisms, and templates that help enterprise customers quantify impact and justify decisions.
- Partner with Marketing on enterprise case studies, strategic narratives, and enablement assets aligned to complex customer needs.
- Refine enterprise account ownership models, goal-setting frameworks, and reporting to reflect long sales cycles and multi-threaded engagement.
- Oversee enterprise Voice of Customer (VOC) insights and translate learnings into improvements across business development process, tooling, and enablement.
- Coordinate strategic customer initiatives across partner teams.
- 7 years of sales operations or sales strategy in a mid-to-large-scale tech company experience
- Bachelor's degree in Business Administration, Finance, Economics, Computer Science, or a related field
- Experience in sales operations or sales strategy in a mid-to-large-scale tech company
- Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
- Experience in multiple organizational functions such as compensation, forecasting, organizational development or equivalent
- Experience with Microsoft Office products and applications
- Experience developing and implementing systems and tools utilized for CRM, variable compensation, revenue reporting, forecasting, sales force automation or equivalent
- Experience with program management spanning planning, execution and project delivery
- Experience working within a high-growth, technology company
- Master's degree or equivalent
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 - 159,400.00 - 215,600.00 USD annually
USA, CA, Santa Clara - 175,300.00 - 237,100.00 USD annually
USA, CA, Santa Monica - 159,400.00 - 215,600.00 USD annually
USA, GA, Atlanta - 159,400.00 - 215,600.00 USD annually
USA, IL, Chicago - 159,400.00 - 215,600.00 USD annually
USA, MA, Boston - 159,400.00 - 215,600.00 USD annually
USA, NY, New York - 175,300.00 - 237,100.00 USD annually
USA, TX, Austin - 159,400.00 - 215,600.00 USD annually
USA, WA, Bellevue - 159,400.00 - 215,600.00 USD annually
Company - Amazon.com Services LLC
Job ID: A3181048