Amazon Web Services (AWS)
Account Manager, Startups
Amazon Web Services (AWS), San Francisco, California, United States, 94199
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Description 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 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.
Key Job 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 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, CxO, Board of Directors and VC influencers
Work with partners to extend reach and drive adoption
Develop long‑term strategic relationships with key accounts
Expect moderate travel
Basic Qualifications
5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services
Bachelor’s degree in business administration, finance, economics, computer science, data science, engineering, or other related field
Experience within specific technology domain areas (e.g., software development, cloud computing, systems engineering, infrastructure, security, networking, data & analytics)
Preferred Qualifications
Experience with sales CRM tools such as Salesforce or similar software
Experience driving new business in greenfield accounts at the C‑suite level or equivalent
About The Team Diverse Experiences Amazon 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.
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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture Here at AWS, it’s in our nature to learn and be curious. Our employee‑led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and 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.
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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Description 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 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.
Key Job 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 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, CxO, Board of Directors and VC influencers
Work with partners to extend reach and drive adoption
Develop long‑term strategic relationships with key accounts
Expect moderate travel
Basic Qualifications
5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services
Bachelor’s degree in business administration, finance, economics, computer science, data science, engineering, or other related field
Experience within specific technology domain areas (e.g., software development, cloud computing, systems engineering, infrastructure, security, networking, data & analytics)
Preferred Qualifications
Experience with sales CRM tools such as Salesforce or similar software
Experience driving new business in greenfield accounts at the C‑suite level or equivalent
About The Team Diverse Experiences Amazon 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.
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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture Here at AWS, it’s in our nature to learn and be curious. Our employee‑led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and 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.
Amazon is an equal‑opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
#J-18808-Ljbffr