Account Manager, Startups

Amazon • San Francisco, CA

2d • $157,100 - $212,600 • Remote

About The Position

Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years experience gained from supporting hundreds of thousands of startups that have come before, we help founders prove that their world-changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS.

As AWS continues to rapidly grow, we seek a Startup Account Manager to earn trust and help drive growth amongst a set of well-funded, high-potential startups.

Startups represent a critically important subset of customers to AWS. These companies have unique needs, technical considerations, sales cycles, and growth trajectories that distinguish them from traditional companies. These businesses require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them on the AWS platform long-term.

The ideal candidate possesses strong sales acumen, knowledge of the startup ecosystem, and a passion for (and familiarity with) Cybersecurity. You will be working with startups building innovative solutions, so extensive collaboration with both external and internal teams will be key to build and execute on plans to meet and exceed sales quota. Your responsibilities will include driving revenue, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider. You will work closely with product and service teams, business development, marketing, solution architecture and partner teams to drive customer outcomes.

We're looking for an Account Manager to join our Cybersecurity-focused team supporting top-tier portfolio companies in the startup ecosystem. As security becomes increasingly critical in the age of generative AI, this role will serve as a strategic advisor to high-growth cybersecurity startups backed by leading venture capital firms.

What You'll Do
Own and manage relationships with 20+ high-growth cybersecurity startups, driving revenue growth and deepening engagement across a dynamic, fast-evolving market
Navigate complex sales motions across emerging cybersecurity sub-categories driven by new attack vectors, vulnerabilities, and shifting market dynamics
Partner with internal cross-functional teams and external stakeholders — including C-suite executives and investors — to deliver programs that accelerate customer success
Develop and execute account strategies that address the unique needs of cybersecurity ISVs at various stages of growth
Contribute to scalable frameworks and playbooks that can be extended to cybersecurity customers globally

Requirements

• Strong sales acumen
• Knowledge of the startup ecosystem
• Passion for (and familiarity with) Cybersecurity
• Basic Qualifications: - We're looking for an Account Manager to join our Cybersecurity-focused team supporting top-tier portfolio companies in the startup ecosystem. As security becomes increasingly critical in the age of generative AI, this role will serve as a strategic advisor to high-growth cybersecurity startups backed by leading venture capital firms.

Nice To Haves

• 10+ years of technology sales experience with a focus on cybersecurity
• Background working with venture-backed startups or within the startup/VC ecosystem
• Experience managing high-quota portfolios with aggressive year-over-year growth targets
• Deep understanding of the cybersecurity landscape — including market segmentation, emerging threat categories, and how startups build and scale security products
• Familiarity with cloud infrastructure and how cybersecurity companies build and deliver solutions at scale
• Proven ability to operate autonomously, exercise sound business judgment, and influence senior leaders across functions and geographies

Responsibilities

• Ensure customer success with early and mid stage startups
• Drive revenue and market share in a defined territory or industry vertical
• Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy
• Meet or exceed quarterly revenue and goal targets.
• Develop and execute against a comprehensive account/territory plan.
• Create & articulate compelling value propositions around AWS services.
• Accelerate customer adoption by engaging Founders, CxO, Board of Directors and VC influencers
• Work with partners to extend reach & drive adoption.
• Develop long-term strategic relationships with key accounts.
• Own and manage relationships with 20+ high-growth cybersecurity startups, driving revenue growth and deepening engagement across a dynamic, fast-evolving market
• Navigate complex sales motions across emerging cybersecurity sub-categories driven by new attack vectors, vulnerabilities, and shifting market dynamics
• Partner with internal cross-functional teams and external stakeholders — including C-suite executives and investors — to deliver programs that accelerate customer success
• Develop and execute account strategies that address the unique needs of cybersecurity ISVs at various stages of growth
• Contribute to scalable frameworks and playbooks that can be extended to cybersecurity customers globally

Benefits

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed