Account Manager, Startups , Early Stage Startups

Job Summary
Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all. We give founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years of experience, gained from supporting hundreds of thousands of startups, the AWS Startups team helps founders prove that their world-changing ideas are possible, at any stage of growth, and any level of funding. This is why more startups, and over 80% of unicorns, choose to launch on AWS. AWS continues to rapidly grow and we seek a Startup Account Manager to earn trust and help drive growth with well‑funded and high‑potential startups. In this fast‑moving business, the core responsibility is to ensure that new and high‑potential startups choose AWS as their cloud platform to build and scale their business. We work backwards from the customer and partner with technical team members, business development, and stakeholders to lead scaled Go‑to‑Market strategies, accelerate adoption and drive customer success. The ideal candidate has a passion to work with innovators and the latest AI tools, has a strong sales background, and has the technical aptitude to learn and advise founders on the latest technical innovations, such as generative AI, machine learning, artificial intelligence, data services, and sustainable computing. This is a fast‑paced role. We work at the speed of startup founders, are able to engage personas from developers to technical founders and CXOs. You will work alongside Solution Architects and Product Specialists, Inside Sales, Business Development, and technology and services partners. You will be a self‑starter, travel for in‑person meetings, and attend ecosystem events. You will develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets and measurable business objectives.

Key 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 & articulate compelling value propositions around AWS services.

Accelerate customer adoption by engaging Founders, CXO, Board of Directors and VC influencers

Work with partners to extend reach & drive adoption.

Develop long‑term strategic relationships with key accounts. Expect moderate travel.

Basic Qualifications

4+ years of technology‑related sales, marketing or business development experience

Bachelor's degree or equivalent

4+ years of technical sales in B2B environments, in a solution‑sales / technology‑related environment experience

Experience managing, analyzing and communicating results to senior leadership while working cross‑functionally across several teams

Preferred Qualifications

Experience in ownership of projects and communicating timelines and executing independently

6+ years of sales, inside sales, or business development experience

Experience working with AI & GenAI technologies to increase efficiency in day‑to‑day activities

Experience and insights into the startup ecosystem and trends

A passion for startups, an entrepreneurial mentality, and history of working for, or selling to tech startups

Experience working at a Startup, operating a startup, as a Startup Founder, or in venture capital.

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.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information.

Salary: 101,600.00 - 177,800.00 USD annually in USA, CA, San Francisco.

Company: Amazon Web Services, Inc.

Job ID: A10443932

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