Startup Account Manager, Startups

About the role

As a Startup Account Manager at AWS, you will earn trust and drive growth among a set of well-funded, high-potential startups. Startups have unique needs, technical considerations, sales cycles, and growth trajectories that require tailored engagement strategies and sales motions. You will work closely with both external and internal teams to build and execute plans to meet and exceed sales quotas, ensuring these startups select AWS as their primary cloud provider.

Expect moderate travel as part of the role.

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 go-to-market (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, CxOs, Board of Directors, and VC influencers.
• Work with partners to extend reach and drive adoption.
• Develop long-term strategic relationships with key accounts.

Requirements

• Bachelor's degree or equivalent experience.
• 5+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services.

Preferred Qualifications

• Cloud certification such as AWS Cloud Practitioner or AWS Solutions Architect – Associate.
• Knowledge of the startup ecosystem and a passion for (and familiarity with) AI/ML.
• Strong sales acumen and experience working with startups.

About the Team

Amazon values diverse experiences and encourages candidates from all backgrounds to apply, even if your career path hasn’t followed a traditional route. AWS fosters an inclusive culture where learning and curiosity are prioritized, and employee-led affinity groups empower individuals to embrace their uniqueness.

Why AWS

• Diverse Experiences: AWS values varied backgrounds and encourages applications from candidates with alternative experiences.
• Work/Life Balance: Flexible work hours and arrangements are part of the culture to support harmony between work and personal life.
• Inclusive Team Culture: Employee-led affinity groups and ongoing learning experiences, such as Conversations on Race and Ethnicity (CORE) and AmazeCon, foster inclusion and pride in differences.
• Mentorship and Career Growth: AWS provides knowledge-sharing, mentorship, and career-advancing resources to help you develop professionally.

Pay

The base salary range for this position is:

• USA, GA, Atlanta: $92,400 - $160,000 USD annually.
• USA, VA, Arlington: $92,400 - $160,000 USD annually.

Your total compensation package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on experience, qualifications, and location.

Benefits

• Comprehensive health insurance (medical, dental, vision, prescription).
• Basic Life & AD&D insurance with options for supplemental life plans.
• Employee Assistance Program (EAP) and Mental Health Support.
• Medical Advice Line.
• Flexible Spending Accounts.
• Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off and parental leave.

Learn more about our benefits at amazon.jobs/en/benefits.