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Principal Sales Operations Lead — Enterprise Segment Lead, Amazon Shipping

May 9, 2026

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 <ul><li> Own and scale enterprise sales operations, including RFx processes, approval workflows, and enterprise-specific Salesforce tooling.</li><li> Design and deliver value realization tools, pricing support mechanisms, and templates that help enterprise customers quantify impact and justify decisions.</li><li> Partner with Marketing on enterprise case studies, strategic narratives, and enablement assets aligned to complex customer needs.</li><li> Refine enterprise account ownership models, goal-setting frameworks, and reporting to reflect long sales cycles and multi-threaded engagement.</li><li> Oversee enterprise Voice of Customer (VOC) insights and translate learnings into improvements across business development process, tooling, and enablement.</li><li> Coordinate strategic customer initiatives across partner teams. </li></ul>Basic Qualifications <ul><li> 7+ years of sales operations or sales strategy in a mid-to-large-scale tech company experience</li><li> Bachelor's degree in Business Administration, Finance, Economics, Computer Science, or a related field</li><li> Experience in sales operations or sales strategy in a mid-to-large-scale tech company</li><li> Experience conducting sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations</li><li> Experience in multiple organizational functions such as compensation, forecasting, organizational development or equivalent</li><li> Experience with Microsoft Office products and applications </li></ul>Preferred Qualifications <ul><li> Experience developing and implementing systems and tools utilized for CRM, variable compensation, revenue reporting, forecasting, sales force automation or equivalent</li><li> Experience with program management spanning planning, execution and project delivery</li><li> Experience working within a high-growth, technology company</li><li> Master's degree or equivalent </li></ul>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 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 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

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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