Account Executive, Startups & Digital Natives (Microsoft Cloud)

Microsoft • San Francisco, CA

107d • $107,600 - $187,500 • Remote

About The Position

Microsoft believes Digital Natives are building the next wave of innovation—and the next $100B business. From e-commerce and fintech to gaming and AI, startups are redefining how we live and work. With the Microsoft Cloud, our mission is to empower every Startup and Unicorn to innovate, scale, and thrive through our ecosystem of customers, developers, partners, and investors. As a member of the Digital Natives Startups Team, you will discover, connect, and grow sales relationships with the most promising software startups. You'll help founders and leaders as they build products, achieve product-market fit, and accelerate growth on the Microsoft Cloud and AI platform.

Requirements

• Master's degree in business administration AND 2+ years' experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation OR bachelor's degree in business, Technology, or related field AND 3+ years' experience working in a relevant industry.
• 2+ years of experience successfully selling to startups and early-stage software development companies.
• Sales results-oriented with extreme attention to detail and organizational skills.

Nice To Haves

• Master's Degree in Business Administration AND 6+ years experience working in an industry.
• 3+ years account management experience.
• Preferred experience in Cloud Platforms - Artificial Intelligence (AI).
• Preferred experience in a startup, founding member, Cloud Infrastructure solutions sales leadership.
• Certification in Azure, Amazon Web Services (AWS) or Google Cloud Platform (GCP).

Responsibilities

• Lead and coordinate the One Microsoft team to drive startup success and adoption of Azure and AI.
• Build trusted relationships with a strategic portfolio of high-potential startups, serving as their main point of contact.
• Orchestrate technical, business, and partner resources across Microsoft—from Engineering and Marketing to Finance and Legal—to deliver customer outcomes.
• Execute deals that unlock visibility, competitive growth, and revenue for both the startup and Microsoft.
• Proactively engage with the start-ups to accelerate revenue growth, drive business outcomes.
• Earn and maintain trust with startup founders by understanding their needs and addressing them with the right Microsoft solutions.
• Lead negotiation with existing startups in mid to long-term planning to form a strategically constructed deal.
• Ensure high potential startups have access to the right resources across Customer Architects, Engineering and Product Groups.
• Accountable for identifying growth opportunities with high potential startups leveraging deep domain/industry knowledge.

Benefits

• Industry leading healthcare
• Educational resources
• Discounts on products and services
• Savings and investments
• Maternity and paternity leave
• Generous time away
• Giving programs
• Opportunities to network and connect

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Professional, Scientific, and Technical Services
• Education Level: Master's degree