Sr Account Executive, USAF
About The Position
The United States Air Force is at an inflection point. As it modernizes warfighting capabilities, accelerates data-driven decision-making, and embraces AI/ML across the enterprise, cloud computing isn't just an IT upgrade — it's a strategic imperative. We're looking for a driven, mission-obsessed sales leader to help write the next chapter. As an Account Executive on the AWS US Air Force team, you'll own and grow a portfolio of business across one of the most consequential defense accounts in the world. You'll work at the intersection of next generation technology and national security — helping Air Force leaders reimagine how they build, deploy, and scale mission-critical systems in the cloud. This isn't a role where you wait for opportunities to come to you. You'll shape the strategy, build the relationships, and close the deals that move the USAF's cloud transformation forward — from enterprise IT modernization to the tactical edge.
Requirements
- 10+ years of quota-carrying technology sales experience
- 7+ years of direct sales experience with the US Air Force
- 10+ years of demonstrated success meeting or exceeding revenue targets
- 7+ years working with Federal Systems Integrators and channel partners supporting the USAF/DoD
- 5+ years of experience with cloud computing fundamentals, with sufficient technical depth to differentiate between cloud providers
- Current, active US Government Security Clearance of Top Secret or above
- Bachelor's degree or equivalent professional experience
Nice To Haves
- Master's degree in Business, Computer Science, Engineering, or related field
- 5+ years managing complex direct product/service contracts
- 5+ years working within the cloud computing or software development industry
- Experience with USAF-specific programs, architectures, or modernization initiatives (e.g., Cloud One, Platform One, JADC2/ABMS, DAF Battle Network)
- Familiarity with AWS services and how they map to DoD mission outcomes
- Demonstrated ability to engage at the General Officer / SES level
Responsibilities
- Own the number. Develop and execute an account strategy that drives revenue growth across the USAF portfolio — from infrastructure modernization to advanced mission workloads.
- Build executive relationships. Earn trust with senior military leaders, SES civilians, program managers, and contracting officers through deep knowledge of their mission, priorities, and challenges.
- Hunt and close. Identify, qualify, and pursue high-value opportunities at pace. Maintain a robust pipeline and consistently exceed quota.
- Lead pursuit teams. Orchestrate cross-functional teams of Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex, multi-stakeholder engagements.
- Navigate the ecosystem. Work with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and go-to-market motions that accelerate USAF adoption.
- Think big. Translate the Air Force's strategic priorities — JADC2, digital engineering, AI/ML, zero trust, hybrid edge computing — into compelling AWS solutions and business cases.
- Be the customer's advocate. Bring the voice of the USAF back to AWS product and engineering teams to influence roadmap and service development.
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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
