AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

We are seeking a Startups Field Sales Operations Lead for the NAMER/LATAM (North and Latin America) regions. Operating in an environment of rapid scale and increasing complexity, you will partner directly with NAMER/LATAM Startups Sales leadership as a strategic co-pilot, synthesizing historical performance data into forward-looking business intelligence, translating complex analyses into executive-ready recommendations that shape investment priorities and growth strategies, defining the operating model and architecting the business processes and inspection mechanisms across Sales, Solutions Architecture, and adjacent functions that enable the organization to anticipate market shifts, allocate resources with precision, and consistently outperform against its growth objectives. This role operates at the edge with local NAMER/LATAM stakeholders while partnering closely with the global Startup Ops team that coordinates at scale, ensuring we maintain proximity to the business while operating with consistency and leverage.

This role will deliver measurable business outcomes through two complementary skillsets. As a Strategic Business Partner, you will serve as a trusted advisor to NAMER/LATAM Startups leadership across Sales, Solutions Architecture (SA), Investor Management (IM), and Business Development. You will develop deep insights, identify growth opportunities, and deliver high-value strategic analysis that proactively drives the business forward, leveraging data, GenAI-powered intelligence, and both internal and external data sources. As an AI-Powered Process Owner, you will own critical operational processes end-to-end, building new AI agents and customizing global agents for the specific needs of the Startups business. You will drive successful AI implementation and adoption across field teams, championing agentic AI and intelligent automation to ensure the NAMER/LATAM Startups teams operates at the frontier of operational excellence.

The successful candidate will be a blend of strategic thinker and hands-on operator - equally comfortable rolling up their sleeves to build forecasting models, interrogate data at scale, and architect AI agents as they are distilling complex analyses into executive-ready narratives that influence investment decisions at the senior leadership level. You will bring deep analytical horsepower: fluency in working with large data sets, proficiency with the technical tooling required to manipulate them (CRM platforms, Excel, AI agents), and the intellectual curiosity to push beyond surface-level reporting into root-cause analysis and predictive insight. You will be a builder at heart who sees a manual process and instinctively designs an automated solution, who experiments with agentic AI and simulation modelling not because they are told to, but because they understand the compounding leverage these tools create. Equally critical is the ability to operate as a strategic communicator and influencer: building trust with senior stakeholders across functions, and advocating for the customer perspective in every operational decision. You will thrive in ambiguity, move with speed over perfection, iterate relentlessly, and bring the ownership mindset required to drive transformation in a high-growth, rapidly evolving environment.

Key job responsibilities
- Architect and own the NAMER/LATAM Startups operating model end-to-end including annual planning, headcount modelling, and goal-setting, while continuously evolving these processes through AI-powered automation to drive efficiency and precision at scale.

- Serve as a strategic co-pilot to NAMER/LATAM Startups leadership delivering high-value analysis, forward-looking business intelligence that shape investment priorities, identify growth opportunities, and translate complex data into executive-ready recommendations that proactively drive the business forward.

- Own the business cadence and performance management rhythm across NAMER/LATAM designing and driving rigorous weekly/monthly business reviews, forecasting, pipeline inspection, deal reviews, and revenue reconciliation.

- Build, deploy, and scale AI agents and automation solutions for Startups-specific needs, driving AI adoption across field teams and ensuring the NAMER/LATAM Startups teams operates at the frontier of operational excellence.

- Partner with the global Ops team to design high-impact operational programs, balancing global consistency with local relevance across Geos, Areas, Motions, and Verticals.

About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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 (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.

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 that are building mission-critical applications on top of AWS services.

Basic qualifications

• Bachelor's degree or equivalent
• 5+ years of sales operations or equivalent experience
• Experience developing and implementing systems/tools utilized for CRM, variable compensation, revenue reporting, forecasting, Salesforce automation, etc.
• Experience with GenAI tools, AI agent development, or AI-powered automation platforms, and track record of driving AI adoption or digital transformation initiatives within a sales or operations environment
• Demonstrated experience in strategic analysis, translating data into actionable business recommendations, and presenting to senior leadership
• Experience defining, refining, and implementing sales processes, procedures, and policies or equivalent

Preferred qualifications

• MBA or equivalent experience
• Experience working in a matrixed, global B2B tech organization with the ability to lead through influence across cross-functional teams
• Strong understanding of Amazon's operational model and mechanisms
• Experience defining, refining, and implementing sales processes, procedures, and policies or equivalent

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.

Pursuant to the San Francisco 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, San Francisco - 147,300.00 - 199,300.00 USD annually
USA, WA, Seattle - 133,900.00 - 181,200.00 USD annually