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Sr. Sales Operations Lead — Mid-Market & Customer Growth, Amazon Shipping

February 21, 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 our Mid-Market (MMKT) and Customer Growth (CG) motions with discipline and repeatability. As a Sr. Sales Operations Lead for Mid-Market & Customer Growth, you will focus on preparing the organization for scale. You will operationalize our Ideal Customer Profile (ICP) strategy, refine account ownership models, and build inspection and reporting mechanisms that ensure shippers ramp efficiently and hit growth targets—while supporting global expansion through new teams and programs. About You You are a scale-minded Sales Operations specialist who excels at building repeatable, data-driven systems. You are energized by growth problems—how to ramp faster, inspect better, and standardize what works without losing flexibility where it matters. You bring strong operational judgment, think in mechanisms rather than one-offs, and design solutions that enable managers and reps to self-diagnose performance. You are comfortable balancing speed and rigor while supporting teams at different stages of maturity. Key job responsibilities <ul><li> Operationalize ICP strategy across Mid-Market and Customer Growth teams, including account segmentation and ownership models.</li><li> Build automated reporting, early warning indicators, and intervention processes to ensure shippers meet growth and ramp targets.</li><li> Own operational processes supporting the Customer Growth organization, including enhanced access to performance data and insights.</li><li> Manage account transitions between MMKT and CG teams, ensuring clean handoffs and minimal disruption.</li><li> Support scaling initiatives such as the Costa Rica CG team and college rotational program through clear processes, tooling, and reporting. </li></ul>Basic Qualifications <ul><li> 10+ years of Microsoft Excel experience</li><li> Bachelor's degree or equivalent</li><li> Experience developing and implementing systems/tools utilized for CRM, variable compensation, revenue reporting, forecasting, Salesforce automation, etc.</li><li> Experience defining, refining and implementing sales processes, procedures and policies or equivalent</li><li> Experience supporting scaled or high-velocity sales or business development teams</li><li> Strong analytical skills with experience building performance reporting and inspection mechanisms </li></ul>Preferred Qualifications <ul><li> Experience presenting to senior leadership</li><li> Experience working with global and cross-functional teams across business development, marketing, operations, product development and legal</li><li> Experience operationalizing ICP or segmentation strategies</li><li> Strong ability to simplify complex systems for front-line teams </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 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 - 133,900.00 - 181,200.00 USD annually USA, CA, Santa Clara - 147,300.00 - 199,300.00 USD annually USA, CA, Santa Monica - 133,900.00 - 181,200.00 USD annually USA, GA, Atlanta - 133,900.00 - 181,200.00 USD annually USA, IL, Chicago - 133,900.00 - 181,200.00 USD annually USA, MA, Boston - 133,900.00 - 181,200.00 USD annually USA, NY, New York - 147,300.00 - 199,300.00 USD annually USA, TX, Austin - 133,900.00 - 181,200.00 USD annually USA, WA, Bellevue - 133,900.00 - 181,200.00 USD annually Company - Amazon.com Services LLC Job ID: A3174524

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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...