Account Manager, Startups

Job ID: 2999247 | Amazon Web Services, Inc. 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 world’s 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. 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. BASIC QUALIFICATIONS 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience Bachelor's degree or equivalent 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 PREFERRED QUALIFICATIONS Experience with sales CRM tools such as Salesforce or similar software Experience in engineering, computer science, or MIS Experience driving new business in greenfield accounts at the C-suite level or equivalent Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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 you’re applying in isn’t listed, please contact your Recruiting Partner. Posted: April 29, 2025 (Updated about 24 hours ago) Posted: April 29, 2025 (Updated about 24 hours ago) Posted: June 4, 2025 (Updated 7 days ago) Posted: February 17, 2025 (Updated 12 days ago) Posted: May 29, 2025 (Updated 13 days ago) Share this job Important FAQs for current Government employees Before proceeding, please review the following FAQs 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