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.

Key job 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.

About the team

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.