Senior Account Manager, Startups

About the Senior Account Manager, Startups Role at AWS

Would you like to be part of a team focused on increasing adoption of Amazon Web Services by developing strategic relationships with high-growth startups? Do you have the business savvy and technical background necessary to help establish AWS as the primary cloud provider for the world's most innovative companies?

As a Senior Account Manager, Startups on the Rapid Response Team (RRT), you will have the exciting opportunity to help drive growth and shape the future of emerging technology companies. 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.

The RRT model is designed to support our Startup customers and their needs in agile fashion. You will work with well-funded, high-potential startups that have unique needs, technical considerations, sales cycles, and growth trajectories that distinguish them from traditional enterprise companies.

Your responsibilities will include accelerating innovation through service adoption, driving usage growth, and ensuring these startups select AWS as their primary cloud provider long-term. The ideal candidate will possess both sales acumen and technical background that enables them to engage at the Founder and CXO level as well as with software developers and technical teams. You should also be a self-starter who is prepared to develop and execute against strategies to effectively support our customers and deliver on key priorities.

Key Job Responsibilities

• Ensure customer success with early and mid-stage startups during critical growth phases
• Drive adoption across assigned startup accounts providing coverage where needed
• Meet or exceed revenue and goal targets
• Respond rapidly to engagement triggers and provide bar-raising support for our customers
• Accelerate customer adoption through well-developed sales engagements and successful GTM strategies
• Execute against comprehensive account/territory plans
• Create and articulate compelling value propositions around AWS services tailored to startup needs
• Engage with Founders, CxOs, Board of Directors, and VC influencers to accelerate adoption
• Maintain a robust sales pipeline across multiple startup accounts
• Work with partners to extend reach and drive adoption
• Collaborate with product teams, business development, marketing, solution architecture, and partner teams
• Develop long-term strategic relationships with high-potential startup accounts
• Manage negotiations with startup decision-makers
• Ensure customer satisfaction and retention
• Expect moderate travel

A Day in the Life

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: 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 (diversity) conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

Basic Qualifications

• Bachelor's degree
• 7+ years of technology/software sales experience
• Demonstrated experience working with startups or high-growth technology companies
• Proven track record of meeting or exceeding sales quotas

Preferred Qualifications

• Cloud certification like AWS Cloud Practitioner or AWS Solutions Architect - Associate
• Experience with AWS, Azure, or Google Cloud technology
• Experience engaging with Founders, CxOs, and Board-level executives
• Understanding of startup-specific sales cycles and growth trajectories
• Ability to work effectively in a fast-paced, dynamic environment with multiple competing priorities
• Strong collaboration skills across cross-functional teams

Key skills/competency

• Account Management
• Startup Ecosystem
• Cloud Computing
• Sales Strategy
• Customer Relationship Management
• AWS Services
• Business Development
• Negotiation
• Technical Acumen
• Go-to-Market Strategy