Account Manager, Startup Team

OverviewJoin to apply for the Account Manager, Startup Team role at Amazon Web Services (AWS).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 of experience gained from 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, and you will work with business development teams 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 responsibilitiesEnsure customer success with early and mid stage startupsDrive revenue and market share in a defined territory or industry verticalAccelerate customer adoption through well-developed sales engagements and successful GTM StrategyMeet or exceed quarterly revenue and goal targetsDevelop and execute against a comprehensive account/territory planCreate & articulate compelling value propositions around AWS servicesAccelerate customer adoption by engaging Founders, CxO, Board of Directors and VC influencersWork with partners to extend reach & drive adoptionDevelop long-term strategic relationships with key accountsExpect moderate travelBasic Qualifications5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experienceBachelor's degree or equivalentPreferred QualificationsExperience with sales CRM tools such as Salesforce or similar softwareExperience in engineering, computer science, or MISExperience driving new business in greenfield accounts at the C-suite level or equivalentAmazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $83,100/year in our lowest geographic market up to $177,800/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Depending on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit 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. These notices include the Los Angeles County Fair Chance Ordinance and the San Francisco Fair Chance Ordinance. If you have a disability and need a workplace accommodation, please visit the AWS accommodations page for more information. Our inclusive culture empowers Amazonians to deliver the best results for our customers.Job ID: A3063056 #J-18808-Ljbffr

Created: 2025-09-17