Sr Account Executive, USAF

About the role

The United States Air Force is at an inflection point. As it modernizes warfighting capabilities, accelerates data-driven decision-making, and embraces AI/ML across the enterprise, cloud computing isn't just an IT upgrade — it's a strategic imperative. We're looking for a driven, mission-obsessed sales leader to help write the next chapter.

Responsibilities

• Own the number. Develop and execute an account strategy that drives revenue growth across the USAF portfolio — from infrastructure modernization to advanced mission workloads.
• Build executive relationships. Earn trust with senior military leaders, SES civilians, program managers, and contracting officers through deep knowledge of their mission, priorities, and challenges.
• Hunt and close. Identify, qualify, and pursue high-value opportunities at pace. Maintain a robust pipeline and consistently exceed quota.
• Lead pursuit teams. Orchestrate cross-functional teams of Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex, multi-stakeholder engagements.
• Navigate the ecosystem. Work with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and go-to-market motions that accelerate USAF adoption.
• Think big. Translate the Air Force's strategic priorities — JADC2, digital engineering, AI/ML, zero trust, hybrid edge computing — into compelling AWS solutions and business cases.
• Be the customer's advocate. Bring the voice of the USAF back to AWS product and engineering teams to influence roadmap and service development.

Requirements

• 10+ years of quota-carrying technology sales experience
• 7+ years of direct sales experience with the US Air Force
• 10+ years of demonstrated success meeting or exceeding revenue targets
• 7+ years working with Federal Systems Integrators and channel partners supporting the USAF/DoD
• 5+ years of experience with cloud computing fundamentals, with sufficient technical depth to differentiate between cloud providers
• Current, active US Government Security Clearance of Top Secret or above
• Bachelor's degree or equivalent professional experience

Qualifications

• Master's degree in Business, Computer Science, Engineering, or related field
• 5+ years managing complex direct product/service contracts
• 5+ years working within the cloud computing or software development industry
• Experience with USAF-specific programs, architectures, or modernization initiatives (e.g., Cloud One, Platform One, JADC2/ABMS, DAF Battle Network)
• Familiarity with AWS services and how they map to DoD mission outcomes
• Demonstrated ability to engage at the General Officer / SES level

Skills

• Strategic thinker with strong technical acumen
• Ability to build and maintain executive-level relationships
• Strong negotiation and closing skills
• Experience with cloud computing and its applications in defense
• Ability to translate strategic priorities into actionable solutions
• Excellent communication and presentation skills

Benefits

Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance, retirement plans, paid time off, and parental leave.

Pay

Base salary range for this position is listed below. Final compensation will be determined based on factors including experience, qualifications, and location.

• USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually

Schedule

Flexible schedule to accommodate the needs of the role and the customer.