Senior Sales Manager, Startup Team

DESCRIPTION

AWS is the trusted growth partner to more startups worldwide than any other cloud provider. For nearly two decades, we’ve supported hundreds of thousands of startups, from stealth-stage innovators to unicorns, by giving them access to the same world-class powering Amazon itself. Today, more than 80% of unicorn startups run on AWS.

As we continue to scale, AWS is seeking a dynamic Senior Sales Leader to own and accelerate growth across the U.S. Startup segment. This role is ideal for a strategic, high-impact sales executive who thrives in fast-paced environments and is passionate about empowering the next generation of iconic companies.

You will lead a team of Account Managers who support early stage startups, helping customers build, grow, and scale their businesses on AWS. This leader will be responsible for driving revenue, customer success, and cloud adoption through high-touch engagement, executive sponsorship, and ecosystem development.

In this role, you’ll shape our go-to-market strategy, coach and grow a high-performing sales team, and collaborate across AWS business development, solution architecture, marketing, and partner teams to deliver exceptional outcomes. You’ll also play a key role in deepening AWS’s presence in the broader startup ecosystem, including venture capital, accelerators, and incubators, as we continue to support disruptive innovation across industries.

Key job responsibilities

• Build, lead, and inspire a field sales team supporting high-growth startups
• Own the full talent lifecycle for your team, including performance management, pipeline development, and career growth
• Engage directly with startup Founders, CxOs, boards, and key VC stakeholders to drive cloud strategy and business transformation
• Collaborate with cross-functional teams (e.g., Solutions Architecture, Business Development, Marketing, Partners, Training) to align on customer acquisition and success plans
• Guide strategic account planning and execution to deliver revenue growth, customer satisfaction, and adoption milestones
• Develop executive relationships with key customers and deliver business reviews with AWS senior leadership
• Identify new go-to-market opportunities and develop mechanisms to accelerate time-to-value for customers

About the team

You’ll join a customer-obsessed, fast-moving, and high-performing team that’s passionate about helping startups grow. We operate at the intersection of cutting-edge technology and entrepreneurial ambition — supporting customers who are defining the future of AI, ML, fintech, SaaS, climate tech, and beyond.

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.

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