Director, Inside Sales & AI Transformation

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform, trusted by millions of customers, from the fastest-growing startups to the largest enterprises and government agencies, to power their infrastructure, increase agility, and lower costs. As the pioneer and continued leader in cloud computing, AWS delivers an unmatched portfolio spanning compute, storage, databases, analytics, machine learning, and generative AI. Driven by customer obsession and long-term thinking, we offer sales leaders the chance to operate at a scale few companies can match, shaping the cloud and AI strategy of the world's most influential organizations while building high-performing teams.

Small and Medium business is the growth engine of the global economy, and technology is the most critical component in helping it grow and thrive. The Cloud Sales Center (CSC) is how AWS reaches these customers: a world class inside sales organization, combining a high velocity inside sales engagement, partners, and demand generation. The CSC organization serves as the benchmark for agentic transformation and innovation, with both talent, customers and capabilities starting here and graduating to our other segments.

We are looking for a Director to lead and scale US Cloud Sales Center. The leader will set the strategy and operating model for one of our most strategic growth engines. Working backwards from customers, you will own revenue, cloud and AI adoption, and market penetration goals, evolving CSC from a seller-only coverage motion into an integrated sales system where AI amplifies every seller, and where sellers, marketing, and partners drive velocity, penetration, and long-term customer value together.

Key job responsibilities

In this role, you will:

• Deliver growth and the number through rigorous execution. Own revenue, cloud and AI services, and market penetration goals for CSC, because every other priority depends on delivering results. Create the talent foundation, the operating rhythms and sales motions to beat annual revenue targets. Build the motions to accelerate the delivery of AI services into our SMB customer set.
• Lead the future-of-work mission. Transform people, process, and tools into a workforce that can touch the many and operate a velocity motion. Lead with AI as both what we sell and how we sell: drive AI and generative AI adoption with customers while equipping teams with AI-powered selling, prospecting, and prioritization tools, and manage the change so that adoption of shared tools reaches the whole organization. Design signal-based coverage that routes the right accounts to the right sellers and specialists using real-time propensity and move the customer acquisition engine from a concentration of a few large accounts toward broad, repeatable growth across the long tail.
• Build an always-on acquisition and demand engine. Partner with Marketing to continuously fill the funnel with net-new customers and improve conversion to launched revenue, automating demand generation work and consolidating what remains into the inside sales function so that acquisition becomes a repeatable, system-driven motion.
• Scale reach through a governed, partner-first motion. Transform the partner go-to-market function into a partner-first engine that reaches the longest tail of customers, matching the right partner to each customer through repeatable, performance-governed programs that extend coverage and specialization beyond direct sellers.
• Operate CSC as the talent engine for the field. Hire and develop high-performing teams of inside sales managers, sellers, and solutions architects, and build a talent flywheel with clear graduation paths into field roles, so that CSC continues to supply AWS with its next generation of customer-obsessed, AI-native leaders.

We're obsessed with customers, we see beauty in simplifying the complex, and we are comfortable with being called "peculiar." Our culture, focused on removing obstacles so builders can build, is part of why our employees enjoy working at AWS. We are a company of builders who bring varying backgrounds, ideas, and points of view to inventing on behalf of our customers. Come build the future with us.

Basic Qualifications

• 20+ years of quota-carrying technology field sales management or business development experience leading teams that sell to SMB, greenfield, or enterprise accounts
• 10+ years of second-line management experience (manager of managers) leading sales organizations
• Proven experience in partner ecosystem management
• BA/BS degree or equivalent work experience

Preferred Qualifications

• Experience selling cloud solutions at a software company
• 15+ years of experience managing sales teams with direct quota responsibility of $100M+
• 10+ years of experience successfully building and executing go-to-market plans for medium and large enterprise accounts
• History of building tech stacks for outbound call center operation and automation
• A technical or educational background in engineering, computer science, or MIS
• Experience with frontier AI applications and emerging technology trends
• MBA/MS degree in relevant field

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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, restricted stock units (RSUs), and sales incentives. 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, VA, Arlington - 224,400.00 - 303,500.00 USD annually