Job ID: 3171786 | Amazon Web Services, Inc.
Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years supporting hundreds of thousands of startups that have come before, we help founders prove that their world‑changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS.
As AWS continues to rapidly grow, we seek a Startup Account Manager to earn trust and help drive growth amongst a set of well‑funded, high‑potential startups.
Startups represent a critically important subset of customers to AWS. These companies have unique needs, technical considerations, sales cycles, and growth trajectories that distinguish them from traditional companies. These businesses require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them on the AWS platform long‑term.
The ideal candidate possesses strong sales acumen, knowledge of the startup ecosystem, and a passion for (and familiarity with) AI/ML. You will be working with startups building innovative solutions, so extensive collaboration with external contacts and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, crafting partnerships, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider.
You will align closely with counterparts in business development, marketing, solution architecture and partner teams to lead execution of coordinated go‑to‑market strategies and sales plays. You will also work closely with business development teams who are driving strategic support, global co‑programming, and portfolio engagement to help drive top‑of‑funnel customer acquisition and accelerate seller cycles in the field.
Key Job Responsibilities
Ensure customer success with early and mid‑stage startups
Drive revenue and market share in a defined territory or industry vertical
Accelerate customer adoption through well‑developed sales engagements and successful GTM strategy
Meet or exceed quarterly revenue and goal targets
Develop and execute against a comprehensive account/territory plan
Create and articulate compelling value propositions around AWS services
Engage Founders, CxO, Board of Directors and VC influencers to accelerate adoption
Work with partners to extend reach and drive adoption
Develop long‑term strategic relationships with key accounts
Expect moderate travel
Basic Qualifications
5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
Knowledge of cloud computing concepts
Experience and track record of exceeding sales goals
Bachelor’s degree or equivalent
Preferred Qualifications
Experience in direct sales or business development in software, cloud or SaaS markets selling to C‑level executives
History of working for, or selling to tech startups
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. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
USA, CA, Santa Monica - $142,800.00 – $193,200.00 USD annually. 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 optional 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 .
#J-18808-Ljbffr
Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years supporting hundreds of thousands of startups that have come before, we help founders prove that their world‑changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS.
As AWS continues to rapidly grow, we seek a Startup Account Manager to earn trust and help drive growth amongst a set of well‑funded, high‑potential startups.
Startups represent a critically important subset of customers to AWS. These companies have unique needs, technical considerations, sales cycles, and growth trajectories that distinguish them from traditional companies. These businesses require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them on the AWS platform long‑term.
The ideal candidate possesses strong sales acumen, knowledge of the startup ecosystem, and a passion for (and familiarity with) AI/ML. You will be working with startups building innovative solutions, so extensive collaboration with external contacts and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, crafting partnerships, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider.
You will align closely with counterparts in business development, marketing, solution architecture and partner teams to lead execution of coordinated go‑to‑market strategies and sales plays. You will also work closely with business development teams who are driving strategic support, global co‑programming, and portfolio engagement to help drive top‑of‑funnel customer acquisition and accelerate seller cycles in the field.
Key Job Responsibilities
Ensure customer success with early and mid‑stage startups
Drive revenue and market share in a defined territory or industry vertical
Accelerate customer adoption through well‑developed sales engagements and successful GTM strategy
Meet or exceed quarterly revenue and goal targets
Develop and execute against a comprehensive account/territory plan
Create and articulate compelling value propositions around AWS services
Engage Founders, CxO, Board of Directors and VC influencers to accelerate adoption
Work with partners to extend reach and drive adoption
Develop long‑term strategic relationships with key accounts
Expect moderate travel
Basic Qualifications
5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
Knowledge of cloud computing concepts
Experience and track record of exceeding sales goals
Bachelor’s degree or equivalent
Preferred Qualifications
Experience in direct sales or business development in software, cloud or SaaS markets selling to C‑level executives
History of working for, or selling to tech startups
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. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
USA, CA, Santa Monica - $142,800.00 – $193,200.00 USD annually. 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 optional 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 .
#J-18808-Ljbffr