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Description

Amazon Shipping is building a high-growth business designed to transform how brands and merchants think about logistics. As our U.S. Business Development organization scales, we must increasingly drive growth through Business Developer (BD) productivity, automation, and scalable commercial capabilities rather than proportional increases in operational support and headcount.

We are seeking a Principal Product Manager – Sales & Revenue Operations to own the product strategy and roadmap for the experiences, workflows, tools, and mechanisms used by Amazon Shipping's U.S. Business Developers. This leader will develop a deep understanding of how BDs prospect, engage customers, manage opportunities, and close business, and translate those needs into investments across sales tooling, AI-enabled experiences, workflow automation, analytics, pipeline and account intelligence, onboarding, enablement technology, and BD productivity.

Sitting within Revenue Excellence & Enablement, this role will own what commercial capabilities BDs need, why those investments matter, and whether they deliver measurable business outcomes, while partnering closely with Product & Technology teams that own core platforms, technical architecture, and engineering delivery. The Principal Product Manager will connect BD needs with technical possibilities, prioritize investments, and drive adoption of scalable capabilities that reduce administrative work, improve sales effectiveness, and enable the organization to grow with greater operational leverage.

Key job responsibilities
• Define the product strategy and roadmap for Sales & Revenue Operations capabilities supporting Amazon Shipping US Business Developers, translating BD needs and commercial priorities into scalable investments.
• Own the BD experience across prospecting, account research, pipeline and opportunity management, customer engagement, and deal execution, identifying friction and opportunities to improve productivity.
• Lead sales tooling, AI, and automation initiatives, including AI-enabled account intelligence, workflow automation, analytics, coaching, enablement platforms, and other BD productivity capabilities.
• Own business requirements for sales technology, partnering with Product & Technology teams responsible for Salesforce, architecture, engineering, integrations, and technical roadmaps.
• Transform Sales Operations through productization, replacing manual reporting, CRM administration, data management, and recurring operational work with automation, self-service tools, and scalable mechanisms.
• Prioritize investments and manage the capability portfolio based on BD productivity, customer and revenue impact, operational leverage, technical feasibility, and long-term value.
• Drive adoption and measurable outcomes, establishing mechanisms for launches, change management, BD feedback, utilization, productivity improvements, sales velocity, and business impact.
• Develop scalable Revenue Operations capabilities, providing functional leadership to a Costa Rica-based team and shifting resources toward higher-leverage analytics, automation, and tooling.