Creator Ad Partnerships (CAP) is seeking a Sales Operations Manager to build and run the operational infrastructure that powers our sales organization. You will own the processes, data, and reporting that translate commercial strategy into seller-ready execution - from account assignments and quota models to pipeline reviews and performance analytics. You will work at the intersection of Sales leadership, Revenue Strategy, and Ad Partnership Leads.
Key job responsibilities
Pipeline Operations
- Own pipeline management and hygiene standards, establishing and enforcing rules for opportunity data quality, stage progression, and close-date accuracy in Salesforce
- Lead pipeline review meetings, providing structured analysis of pipeline health, coverage ratios, and risk/upside identification to Sales leadership.
Account Planning, Segmentation & Seller Capacity
- Own and maintain the account segmentation framework, developing tiering models that align seller resources to the highest-value opportunities. Work with Ad Partnership Leads and Revenue Strategy to understand where sales focus is needed, and help drive resources effectively.
- Analyze vertical penetration across Live Sports Sales, Twitch, and LCS, identifying overlap opportunities, white space, and go-get category opportunities across the portfolio
- Conduct seller ramp analysis, tracking new seller productivity curves and time-to-quota attainment to inform onboarding and rebalancing decisions
Commissions & Quota Management
- Own the end-to-end quota-setting process, partnering with Revenue Strategy and finance to develop data-driven quotas aligned to territory potential and organizational targets
- Manage commission tracking and administration, maintaining the commissions dashboard and ensuring accurate, timely payout calculations
- Serve as the primary point of contact for seller commission inquiries, dispute resolution, and plan interpretation
- Analyze commission plan effectiveness and recommend structural adjustments to optimize seller incentive alignment
Sales Reporting, Pricing Analytics, and Revenue Forecasting
- Develop sales reporting mechanisms (scorecards, dashboards, recurring reports) that give sellers and managers clear visibility into performance, pipeline health, and account activity
- Evaluate the revenue impact of pricing incentives, volume commitments, and packaging strategies across the CAP portfolio
- Provide data-grounded recommendations on rate adjustments, floor pricing, and deal-specific pricing exceptions to Revenue Strategy and APLs
- Drive the seller feedback loop, systematically capturing frontline insights on advertiser needs, objections, and market dynamics to inform packaging and pricing changes
- Build and maintain bottoms-up revenue forecasts in partnership with Revenue Strategy and Finance, synthesizing pipeline data, historical trends, and seller inputs into accurate projections.
AI, Automation & Tooling
- Leverage AI and automation to improve operational tools and insights, including automated pipeline alerts, forecast anomaly detection, and data quality monitoring
- Identify opportunities to reduce manual operational overhead through workflow automation, smart notifications, and self-healing data processes
- Continuously evaluate and improve the sales ops tech stack to ensure tools scale with the organization's growth
BASIC QUALIFICATIONS
- 5+ years of sales operations or equivalent experience
- Experience in sales operations, revenue operations, or business analytics within a media, advertising, or technology environment
- Proficiency in Salesforce (reporting, dashboards, data management) and/or Excel/SQL for data analysis
- Experience with quota planning and commission plan administration
- Demonstrated ability to build and present bottoms-up forecasts and pipeline analyses to senior leadership
- Experience driving process improvement and operational rigor in a fast-paced sales organization
- Experience leveraging AI tools or automation frameworks to improve operational workflows
PREFERRED QUALIFICATIONS
- 4+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Experience in digital advertising, podcast/audio, streaming media, or creator economy sales operations
- Familiarity with advertising sales cycles, including renewals, upfronts, and scatter markets
- Experience with BI tools (e.g., QuickSight, Tableau) for building self-serve analytics and dashboards
- Knowledge of commission management platforms and incentive compensation design
- Experience operating in a matrixed organization with cross-functional stakeholders
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, Culver City - 103,700.00 - 181,500.00 USD annually
USA, NY, New York - 114,100.00 - 199,600.00 USD annually
