Account Manager, Early Stage Startups

Trusted by more startups around the world AWS makes the power of cloud computing accessible for all. We give founders everywhere access to the same technology that powers the worlds largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups the AWS Startups team helps founders prove that their world-changing ideas are possible at any stage of growth and any level of funding. This is why more startups and over 80% of unicorns choose to launch on AWS.

AWS continues to rapidly grow and we seek a Startup Account Manager to earn trust and help drive growth with well-funded and high-potential startups. In this fast-moving business the core responsibility is to ensure that new and high-potential startups choose AWS as their cloud platform to transform and accelerate their business. We work backwards from the customer and partner with technical team members business development and stakeholders to lead scaled Go-to-Market strategies accelerate adoption and drive customer success.

The ideal candidate has a passion to work with innovators and new technologies has a strong sales background and has the technical aptitude to learn and discuss the latest technologies such as generative AI machine learning artificial intelligence data services and sustainable computing. This is a fast-paced role. We work at the speed of startup founders are able to engage personas from developers to technical founders and CXOs. You will work along side Solution Architects and Product Specialists Inside Sales Business Development and technology and services partners. You will be a self-starter travel for in-person meetings and attend events. You will develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets and measurable business objectives.

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 & 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 & drive adoption.
* Develop long-term strategic relationships with key accounts.
* Expect moderate travel.

This role requires to be based out of San Francisco.

About the team
The AWS Startups team comprises experts from across the global ecosystem including former founders and CTOs venture capitalists angel investors and mentors who help todays founders navigate challenges and opportunities

Startups across industries and around the world are looking to leverage generative artificial intelligence (AI) to innovate faster boost employee productivity ignite creativity and optimize business processes. We help them realize the business value of generative AI today with AWS.

AWS offers a broad range of programs and resources that support Startups to reach their next milestone. From the earliest stages the AWS Activate program provides startups with cloud credits technical support business mentorship and more.

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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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 theres nothing we cant achieve in the cloud.

Inclusive Team Culture
Here at AWS its 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
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

- 5-8 years of technology related sales business development marketing channel management experience
- Extensive customers or pre-sale experience in B2B environments preferably in a solution-selling / technology-related environment
- Strong analytical and project management skills and experience working with cross-functional teams
- Bachelors Degree or equivalent

- Extensive skills in leveraging tools and technology to increase efficiency in your day-to-day activities Demonstrated ability to own projects and events from design to execution
- Profound insights into the startup ecosystem the main stakeholders and trends
- Passion for startups and entrepreneurial mentality and history of working for or selling to tech startups
- Previous experience in Marketing and/or Business Development as well as Sales
- Startup Founder/ Startup operating experience in business development venture capital or in leadership roles

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $83100/year in our lowest geographic market up to $177800/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge skills and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered equity sign-on payments and other forms of compensation may be provided as part of a total compensation package in addition to a full range of medical financial and/or other benefits. For more information please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.