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 technology powering Amazon itself. Today, more than 80% of unicorn startups run on AWS.
As we continue to scale, AWS is seeking a dynamic 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.
Internal job description- Bachelor’s degree or equivalent experience
- 5+ years of experience leading high-performing sales teams
- Proven ability to use data and insights to shape strategy and decision-making
- Experience working cross-functionally with internal and external stakeholders to drive results- Experience building and scaling go-to-market strategies in startup, cloud, or SaaS environments
- Familiarity with venture-backed business models and the startup ecosystem
- Executive presence and experience engaging with C-level stakeholders
- Ability to manage multiple priorities in a high-growth, fast-paced environment
- Demonstrated success coaching and developing sales talent
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
https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t 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 $141,400/year in our lowest geographic market up to $233,800/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
https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.
