Sales Strategy and Operations Lead – Amazon

AWS leads the cloud infrastructure market, and a Sales Strategy and Operations Lead role inside it sits at the intersection of the sales organization and the numbers that tell leadership whether that sales organization is actually working. This isn’t a quota-carrying seller role – it’s the function that designs territory structures, builds forecasting models, and turns a sprawling pipeline of enterprise and public sector deals into a story leadership can actually act on.

The work mixes strategic planning – segmentation, territory design, incentive structure input – with the operational discipline of running accurate forecasting, pipeline hygiene, and performance reporting on an ongoing basis. A sales strategy lead at this level is also expected to spot where the sales motion itself is inefficient and propose structural fixes, not just report on the numbers after the fact.

It suits someone with real sales operations or strategy experience, ideally in enterprise technology or cloud, who’s comfortable being the analytical backbone behind a large sales organization’s decisions rather than the person in the room closing the deal. Strong Excel or BI tooling skills and genuine comfort with ambiguity – because AWS’s growth trajectory means the right structure today may not be the right structure in six months – are both essential.

A sales organization the size of AWS's regional team can't run on instinct - it needs accurate forecasting, sensible territory design, and performance visibility that leadership actually trusts, and that's exactly what this role is responsible for producing. Getting the forecast wrong means resourcing decisions get made on bad information, which shows up months later as missed targets or misallocated headcount. Getting territory and segmentation design wrong means sellers either compete over the same accounts or miss whole segments of opportunity entirely. Because AWS continues to expand its footprint and customer base across the region, the operating model this role helps design has to keep working as the organization grows, not just fit the business as it is today. In a business where sales execution at scale is the primary growth engine, a sales strategy and operations function that gets the structural decisions right is one of the more leveraged roles in the entire organization, even though it rarely appears in a customer-facing conversation.

Sales strategy and operations is one of the clearer paths into senior commercial leadership precisely because it forces fluency in both the analytical and the human sides of a sales organization - you have to understand the numbers well enough to build a credible forecast, and understand the sellers well enough to design a territory structure they'll actually work within. Doing this inside AWS specifically means learning sales operations at the scale and pace of one of the most studied go-to-market organizations in enterprise technology, which is a strong credential anywhere in the tech or cloud industry afterward. People who perform well in roles like this typically move into broader regional sales operations leadership, into strategy functions at other large technology companies, or occasionally into general management roles that value the combination of commercial judgment and analytical rigor this job builds. The UAE's status as a regional technology and cloud hub means this kind of AWS-trained sales operations experience is genuinely sought after by other enterprise software and cloud vendors expanding in the market, as well as by larger technology buyers building out their own commercial operations functions. It's also a role that builds comfort with ambiguity as a practical skill rather than an abstract one, since AWS's pace of change means the right operating model is a moving target - a genuinely useful trait to carry into any fast-growing organization afterward.

• Experience in sales strategy, sales operations, or business operations, ideally within enterprise technology or cloud computing
• Strong analytical and forecasting skills, with hands-on comfort in Excel, SQL, or BI tools
• Experience designing or refining territory structures, segmentation, or incentive frameworks
• Ability to translate pipeline and performance data into clear recommendations for sales leadership
• Comfort operating in a fast-changing, ambiguous environment where structures evolve frequently
• Strong written and verbal communication for presenting to senior stakeholders