Account Manager, Startups

Trusted by 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 dynamic 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 backward 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 for working with innovators and new technologies possesses a strong sales background and demonstrates the technical aptitude to learn and discuss the latest technologies including generative AI machine learning artificial intelligence data services and sustainable computing. This is a fast-paced role requiring the ability to work at the speed of startup founders and engage with personas ranging from developers to technical founders and CXOs. You will work alongside Solution Architects Product Specialists Inside Sales Business Development and technology and services partners. As a self-starter you will travel for in-person meetings and attend events. The role involves developing and executing territory coverage plans while consistently delivering on quarterly revenue targets and measurable business objectives.

Key job responsibilities
- Ensure customer success with early-stage (Seed to Series B) and mid-stage (Series C) startups
- Drive revenue and market share in assigned territory or industry vertical
- Accelerate customer adoption through strategic sales engagements and GTM strategy execution
- Meet or exceed quarterly revenue and business objectives
- Develop and execute comprehensive territory plans
- Create and articulate compelling value propositions for AWS services
- Build relationships with key stakeholders including Founders CxOs Board Members and VC influencers
- Partner with ecosystem players to extend reach and drive adoption
- Develop and maintain long-term strategic relationships with key accounts

Expect moderate travel.

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 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.

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 opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover invent simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice ( to know more about how we collect use and transfer the personal data of our candidates.

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.