Account Executive, AWS Nonprofits – SMB Engaged , AWS WWPS Nonprofits

Amazon • Austin, TX

1d • $92,400 - $160,000 • Hybrid

About The Position

This role is for an Account Executive on the Nonprofit (NPO) team within Amazon Web Services (AWS) Worldwide Public Sector (WWPS). The position focuses on driving expanded AWS adoption across a portfolio of small to mid-size nonprofit organizations that have already begun their cloud journey. The Account Executive will own the full sales cycle, from identifying expansion opportunities through closing deals, helping nonprofit organizations deepen their use of AWS services to increase operational efficiency, scale their missions, and unlock new capabilities through cloud and AI. The role requires a hunter mentality combined with a consultative sales approach, working within a small, fast-paced team. Responsibilities include leveraging the AWS Partner Network (APN) and engaging directly with nonprofit organizations to drive workload expansion, service adoption, and revenue growth across their territory. The individual will develop novel approaches for reaching and engaging customers at scale, using data-driven territory management to prioritize high-potential accounts across a large book of business. Customer engagement will involve face-to-face interactions and teleconferences, including CXO-level interactions in strategic accounts. The ideal candidate possesses both business acumen for executive-level engagements and technical knowledge for interacting with software developers and architects. This position requires working from the local office when not at customer sites.

Requirements

• 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
• Bachelor's degree or equivalent
• Experience in generating new opportunities with strong focus on pipeline tracking and deal execution through entire sales cycle
• MBA, or experience with sales CRM tools such as Salesforce or similar software

Nice To Haves

• AWS Associate level certification, or Bachelor's degree in business administration, finance, economics, computer science, data science, engineering, or other related field
• Experience selling cloud solutions at a software company or equivalent
• Experience driving new business in greenfield accounts at the C-suite level or equivalent
• Experience in enterprise software
• Experience developing and executing sales strategies, tactics, plans, processes, systems and programs
• Experience working with partners through account, product or program management and business development engagements
• Experience managing large amounts of data

Responsibilities

• Own the full sales cycle from opportunity identification through close for expansion and new workload opportunities
• Prospect and qualify new workload opportunities within existing accounts that have crossed the AWS engagement threshold
• Meet or exceed quarterly revenue targets while maintaining robust pipeline coverage
• Maintain accurate sales forecasts and pipeline reporting in Salesforce
• Leverage data-driven territory management to prioritize outreach and identify high-potential prospects across a large territory
• Develop and execute territory plans to maximize cloud adoption and revenue growth across small to mid-size nonprofit organizations
• Translate cloud and AI capabilities into mission-relevant use cases for nonprofit organizations
• Build relationships across customer organizations, including C-level executives (CEO, CTO, CIO), engineering, IT/operations, and procurement
• Conduct discovery calls to understand organizational missions, technical environments, and growth opportunities
• Drive in-person customer meetings, quarterly business reviews, and executive engagements to accelerate deal velocity and deepen relationships
• Navigate nonprofit procurement processes including grant-funded purchasing, board approvals, and fiscal year buying cycles
• Structure deals that align with nonprofit operating models, including grant-funded and budget-constrained environments
• Apply knowledge of nonprofit-specific AWS programs to accelerate customer adoption and drive pipeline
• Develop understanding of the nonprofit technology landscape, including common challenges around funding constraints, digital transformation, and capacity building
• Partner with solutions architects and internal stakeholders to accelerate deal velocity and deliver compelling technical solutions
• Collaborate extensively with the AWS Partner Network — including systems integrators, resellers, and nonprofit-competency partners — to drive customer success and extend market reach
• Coordinate with ProServe, Marketing, and Customer Success Managers to support customer outcomes and grow accounts post-launch

Benefits

• sign-on payments
• restricted stock units (RSUs)
• sales incentives
• 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
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level