Account Manager, Startups; 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 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 both external and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider.

You will work closely with product and service teams, business development, marketing, solution architecture and partner teams to drive customer outcomes.

• 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

• 5+ years of sales experience

• Experience in full sales cycle, technology sales, sales engineering/consulting or equivalent business development

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 option for 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.

USA, WA, Seattle - 92,400. USD annually

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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