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
About the team:
Amazon Creator Ad Partnerships transforms how brands connect with audiences across digital landscapes. We deliver premium, digital‑first experiences through multi‑platform advertising solutions collaborating with today's most influential voices across sports, entertainment, and culture. Our creator portfolio includes New Heights with Jason & Travis Kelce, Mind the Game with LeBron James and Steve Nash, Baby, This is Keke Palmer, We Playin’ Spades and Armchair Expert with Dax Shepard, The Zach Sang Show and How I Built This with Guy Raz. Our Amazon Music Livestream offering provides a complete entertainment destination from global premiere festivals like Outside Lands and Primavera Sound to intimate city sessions that extend our reach from screens to stages worldwide. Through these premium entertainment experiences, we transform advertising into cultural moments that rival traditional media. Our unique position enables authentic brand integrations that enhance the customer experience while delivering measurable results across the entire marketing funnel.
Key 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
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
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
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
