Sr. Account Manager, Startups

Amazon • New York, NY

1d • $157,100 - $212,600 • Onsite

About The Position

This role focuses on helping Fintech and Web3 startups scale, accelerate, and disrupt the financial ecosystem by driving cloud adoption. The Senior Account Manager will be responsible for achieving territory revenue objectives, assisting startups in adopting new AWS technologies, optimizing cloud service spend, and driving co-sell strategies. The ideal candidate will have strong sales acumen, knowledge of the startup ecosystem, familiarity with FinTech and Web3 trends, and an aptitude for cloud computing to engage effectively with startup leadership. This role involves owning sales engagements end-to-end, enabling customer success with support from specialists, and developing/executing territory plans to meet quarterly revenue targets. A passion for startups, an entrepreneurial spirit, and the ability to thrive in a fast-paced, ambiguous environment are essential, along with a strong understanding of how startups use technology in the financial industry. Collaboration with external contacts and internal teams is key to meeting sales quotas.

Requirements

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• 7+ years of business development, partner development, sales or alliances management experience
• Bachelor's degree

Nice To Haves

• MBA
• Experience building, managing and coaching a team in a high-growth environment
• 6+ years of finance technology, forecast & budgeting, or other finance-focused competency experience
• Experience with partner sales and/or alliance development in the software/technology industry
• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience with written and verbal communication and presentation
• Experience in problem solving and delivering results

Responsibilities

• Demonstrate Customer Obsession by working backwards from FinTech and Web3 startup goals and priorities
• Align and execute on Startup financial metrics
• Drive revenue, market share, and an "all in" mindset in a FinTech and Web3 industry vertical
• Accelerate customer adoption by engaging Founders, CxO, Board of Directors and VC influencers
• Assist startup business and technical leaders to accelerate the adoption of AWS services at scale.
• Develop long-term strategic relationships with key FinTech accounts.
• Be a thought leader that educates on the compelling value propositions around AWS services.
• Work with select solution integrators and software partners to extend the AWS and account team reach, strengthening the value of your customer’s ‘all-in on AWS’ decision and unlocking strategic service adoption.
• Successfully work in a large-scale environment, leading collaboration with AWS resources (Solution Architects, Business Development, Marketing, Partners, Support, and Service teams) to drive customer solution adoption at scale.
• Develop and execute against a comprehensive FinTech account/territory plan.
• Build and develop programmatic/automated initiatives to engage with startups at scale.
• Maintain a robust customer pipeline while continuously maintaining high close rates.
• Meet or exceed revenue and goal targets while elevating the team on Fintech and Web3 knowledge and go to market motions that are successful.
• Provide monthly reporting communicating business trends and opportunities.

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: Senior