Sales Operations Lead - Aviation, Amazon Leo

Amazon Leo is Amazon"s low Earth orbit satellite network. Our mission is to deliver fast, reliable broadband connectivity to customers beyond the reach of existing networks. From households to small businesses, schools, hospitals, and government agencies, Amazon Leo will serve communities and organizations operating in places without dependable internet access.

This position serves as the operational right hand to the Aviation Sales Leader within the Leo B2B Commercial Sales organization. Operating as the de facto COO for the Aviation team, this role enables the sales leader to make data-driven decisions, look around corners, and drive predictable business outcomes.

The Field Sales Operations Lead will be responsible for the full operational lifecycle of the Aviation business - from revenue reporting and forecasting to strategic planning and cross-functional partnership. This is a high-visibility role that requires both analytical rigor and strategic business acumen, with direct influence on the trajectory of the Amazon Leo"s Aviation business.

Key job responsibilities

Revenue Operations & Financial Management

• Own all aspects of revenue reporting, analysis, and financial management for the Aviation team, ensuring timeliness, completeness, and accuracy
• Develop and deliver business insights encompassing key metrics reviewed with the Aviation Sales Leader and Leo B2B Sales leadership team to inform decisions and drive action
• Lead revenue forecasting cadence - delivering weekly, monthly, and quarterly forecasts with clear assumptions and variance analysis
• Drive pipeline inspection and management processes to ensure pipeline hygiene and coverage ratios align with business targets

Territory Design & Quota Deployment

• Lead territory planning, account segmentation, and quota development for the Aviation team
• Partner with Finance and Compensation teams to design and deploy Account Manager quota plans
• Manage headcount tracking and planning in support of hiring objectives

Rhythm of Business & Strategic Planning

• Design, develop, and own the full Rhythm of Business cadence for the Aviation team - including MBR, QBR, and annual planning cycles
• Author strategic vertical narratives and lead the formulation and delivery of Quarterly Business Reviews
• Facilitate Monthly Business Reviews with clear operational insights, trends, and recommended actions
• Coordinate OP1/OP2 planning activities, narrative development, and goal-setting processes

Strategic Partnership & Cross-Functional Leadership

• Serve as the strategic thought partner to the Aviation Sales Leader - providing data-backed recommendations, identifying risks early, and helping the leader look around corners
• Partner cross-functionally with Finance, Legal, Accounting, Tax, Service Teams, Marketing, and Partner organizations to deliver on business objectives
• Coordinate with corporate teams to influence roadmap for enhanced business intelligence, CRM tools, and operational processes
• Evaluate and recommend new ways of managing business operations that can accelerate Leo"s growth in Aviation
• Represent the Aviation Team in cross-team strategic initiatives and planning forums

About the team

As a member of the Leo Sales Planning & Compensation (SPC) team, you will be working alongside a group of sales operations professionals to support the Leo B2B Commercial Sales organization. In addition to designing and administering Sales Compensation for the organization, the team also provides end-to-end sales operations support to our sales teams and leaders.

In this role, you will be working with Leo sales team members, as well as related functions including finance, legal, accounting, tax, the Deal Desk, Sales & Partner Products, and more.