Senior Sales Operations Lead, Revenue & Forecasting, AGS Business Operations

Description

AWS Sales, Marketing, and Global Services (SMGS) Operations is seeking a Senior Sales Operations lead to manage the day-to-day execution of the revenue forecasting mechanism for AWS Global Sales. This is a high-impact individual contributor role within AGS Business Operations, responsible for driving forecast accuracy and operational excellence across all geographies (NAMER, EMEA, APJ, LATAM) and business units (AGS, WWPS, AWSI).

• Manage the global AGS/SMGS revenue forecasting process: execute the established cadence, governance, and accountability framework across all geos and business units
• Execute quarterly forecast cycles (Q2G, Q3S, Q4S) including field submission tracking, central adjustment application, and gap analysis between bottoms-up and top-down forecasts
• Run the weekly and monthly revenue publish process, ensuring accuracy and timeliness of revenue reporting to senior leadership
• Prepare forecast commentary and variance analysis to support leadership business reviews (W ), translating data into clear, actionable narratives
• Drive improvements to AWSentral forecast tooling - gather requirements from geo teams, document feature requests, and partner with product development to enhance functionality
• Operate the industry revenue forecasting model: map base/deferred data to templates, apply validated bottoms-up intelligence to refine ML model outputs
• Deliver cross-geo and cross-BU forecast data views (AGS, WWPS, AWSI) for leadership deep dives and ad-hoc requests
• Manage the Private Deals Summary process, providing visibility into deal-level revenue impacts
• Identify patterns in forecast variance, surface root causes of misses, and recommend corrective actions to improve accuracy
• Partner with Finance on revenue recognition alignment, ensuring forecast assumptions are consistent with financial actuals
• Collaborate with Business Intelligence teams to maintain and improve forecast reporting, dashboards, and self-service analytics
• Maintain inspection mechanisms that enable leadership to identify forecast risks early and support proactive intervention

• Monday:
  Review revenue publish data, identify variance from prior forecast, prepare initial commentary and flag emerging risks for the leadership team
• Mid-week:
  Conduct forecast deep dives with geo sales operations partners, validate field submissions against run-rate signals and pipeline intelligence
• W  Prep:
  Consolidate cross-geo inputs into forecast summary content for leadership review, highlighting key movers, risks, and opportunities
• Finance Partnership:
  Align with Finance counterparts on revenue recognition, deferred revenue modelling, and variance attribution
• Tooling & Improvement:
  Document requirements for AWSentral forecast tool enhancements, test feature updates, and gather feedback from geo teams
• Ad-hoc:
  Field leadership data requests requiring rapid synthesis of forecast views across dimensions (industry, geography, business unit, segment)
• Quarterly:
  Execute the full forecast cycle from field kickoff through submission review to final lock, managing escalations and exceptions with senior guidance

his role sits within the AGS Business Operations team in SMGS Ops, a high-performing group that serves as the operational engine for AWS Global Sales. The team drives business management mechanisms, revenue insights, and operational excellence for a $100B+ global sales organisation supporting 25,000+ builders.

• Revenue & Forecasting — Manages forecast accuracy, revenue publish, and business review content (this role)
• Mechanisms PMO — Orchestrates the operational cadence and cross-functional program delivery
• Pipeline Mechanism —…