Account Manager, Startups

Do you get excited by the potential of helping Fintech and Web3 Startups scale, accelerate, and disrupt the financial ecosystem? As a Senior Account Manager for Startups, you will strategically drive cloud adoption within your group of high growth startups. In addition to attaining territory revenue objectives, your responsibilities will include helping startups adopt key new AWS technologies, assist in optimizing their cloud services spend, and driving co-sell strategies.
The ideal candidate possesses a strong sales acumen, a working knowledge of the startup ecosystem, a passion for and familiarity with FinTech and Web3 trends and an aptitude for cloud computing that enables compelling engagements with startup Founders, financial officers, and IT leadership. You will own sales engagements end-to-end and enable successful customer outcomes supported by a wide team of specialists ranging from solution architects to AWS technology partners. You should be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets.
In order to thrive, you need to be passionate about Startups, be a self-starter with a strong entrepreneurial spirit who is prepared to work in a fast-paced, often ambiguous environment, execute against goals, and consistently embrace the Amazon Culture. You should have a strong understanding of the FinTech segment and how startups are using technology to enhance financial services and processes for end customers. You will be working with startups building leading solutions in the Financial industry , so extensive collaboration with external contacts and internal teams will be key to building and executing on an account and territory plan to meet and exceed sales quota.
Key job responsibilities
- Demonstrate Customer Obsession by working backwards from FinTech and Web3 startup goals and priorities
- Align and execute on Startup financial metrics
- Drive revenue, market share, and an "all in" mindset in a FinTech and Web3 industry vertical
- Accelerate customer adoption by engaging Founders, CxO, Board of Directors and VC influencers
- Assist startup business and technical leaders to accelerate the adoption of AWS services at scale.
- Develop long-term strategic relationships with key FinTech accounts.
- Be a though leader that educates on the compelling value propositions around AWS services.
- Work with select solution integrators and software partners to extend the AWS and account team reach, strengthening the value of your customer’s ‘all-in on AWS’ decision and unlocking strategic service adoption.
- Successfully work in a large-scale environment, leading collaboration with AWS resources (Solution Architects, Business Development, Marketing, Partners, Support, and Service teams) to drive customer solution adoption at scale.
- Develop and execute against a comprehensive FinTech account/territory plan.
- Build and develop programmatic/automated initiatives to engage with startups at scale.
- Maintain a robust customer pipeline while continuously maintaining high close rates.
- Meet or exceed revenue and goal targets while elevating the team on Fintech and Web3 knowledge and go to market motions that are successful.
- Provide monthly reporting communicating business trends and opportunities.
About the team
Work/Life Harmony:
Although work/life balance is crucial and something we strive for at AWS, expect moderate travel to customer sites and conferences.
It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.
Mentorship and Career Growth:
With a broad mix of experience and tenure, our team is dedicated to supporting new team members and building an inclusive environment that celebrates knowledge sharing and mentorship.
We also encourage curiosity and ownership of self-service learning opportunities within Amazon Web Services’ internal training and certification resources.
Inclusive Team Culture:
At AWS we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. Amazon’s culture of inclusion is reinforced within our Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Basic qualifications
- 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 5+ years of business development, partner development, sales or alliances management experience
- Bachelor's degree, or MBA
Preferred qualification
- Experience building, managing and coaching a team in a high-growth environment
- 5+ years of finance technology, forecast & budgeting, or other finance-focused competency experience
- Experience with partner sales and/or alliance development in the software/technology industry
- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience with written and verbal communication and presentation
- Experience in problem solving and delivering results
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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at .

USA, NY, New York - 101,600.00 - 177,800.00 USD annually