Account Manager, Startups, AWS Early Startups, US East

Job Overview
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 over 20 years of 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.

About the Role
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 and 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 and drive adoption

Develop long‑term strategic relationships with key accounts

Location & Travel
Expect moderate travel. This role requires being based out of New York, NY.

Basic Qualifications

4+ years of working cross‑functionally across several teams experience, or MBA

4+ years of delivering cross‑functional projects experience

Bachelor’s degree in a relevant field or equivalent work experience

5+ years of technology‑related sales, business development, founder, channel management experience

Preferred Qualifications

Experience working with Data & AI related technologies, including AI/ML, GenAI, analytics, database, and/or storage

Experience owning and leading significant projects from concept to deployment

5+ years of prior work in business development, sales, or sales‑engineering, preferably in technology, internet, and e‑commerce sectors

Profound insights into the startup ecosystem, the main stakeholders and trends

Passion for startups and entrepreneurial mentality and history of working for, or selling to tech startups

Startup Founder/Startup operating experience in business development, venture capital, or in leadership roles

Understanding of early‑stage B2B go‑to‑market motions

Benefits & Compensation
The base salary range for this position is $101,600.00 – $177,800.00 USD annually. 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 medical, dental, vision, prescription, Basic Life & AD&D insurance, 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.

EEO Statement
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.

Company
Amazon Web Services, Inc.

Job ID
A10448285

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