Sr. Sales Leader-RRT, Startups

Amazon • New York, NY

20h

About The Position

As AWS continues to rapidly grow, we seek a Sr. Sales Leader to own driving adoption of Amazon Web Services within our Startups segment. In this role, you will accelerate adoption of AWS services among high-growth, well-funded startups, building strategy through execution and inspirational leadership. This individual will build a business focused on helping startup customers innovate at speed and exceed revenue goals through the Rapid Response Team (RRT) coverage model. This leader must have the business savvy and sales leadership background necessary to bring together a cross-functional team including sales, partner, product, and venture capital ecosystem teams to deliver accelerated business growth for AWS and our startup customers. You will establish and maintain high-level relationships with Founders, CxOs, Board members, and VC influencers, driving innovation and next-gen capabilities across infrastructure and business application landscapes. This is an exciting opportunity to be part of a fast-growing and entrepreneurial organization, bringing innovation and growing the adoption of cloud computing in the startup segment. This role will require you to scale a highly dynamic environment through strategic initiatives while responding rapidly to coverage gaps and engagement triggers. As the Senior Leader focused on our most important Startup customers and venture capital partners in North America, you will have the exciting opportunity to help drive the growth and shape the future of cloud computing by building and leading a sales team dedicated to helping startups build and deliver innovative solutions leveraging the latest in AWS services, including AI/ML and GenAI capabilities. You will be responsible for developing opportunity pipelines, evangelizing cloud computing to the startup community, and driving revenue and adoption. You will also be responsible for building the AWS go-to-market through both your dedicated RRT team and the cross-functional teams.

Requirements

• 10+ years of technology related sales, business development or equivalent experience
• 5+ years of sales management experience leading high-performing sales teams
• Experience in management of startup accounts, high-growth technology companies, or equivalent fast-paced environments
• Demonstrated track record of exceeding revenue targets and building successful sales organizations

Nice To Haves

• Master's degree
• Experience with AI/ML technologies
• Experience engaging with Founders, CxOs, Board members, and investor communities
• Experience building and scaling Rapid Response or coverage model sales teams
• Knowledge of startup funding stages, growth trajectories, and unique sales cycles

Responsibilities

• Drive adoption of AWS full suite of services into a portfolio of high-growth, well-funded startup customers
• Exceed annual revenue and design win targets across the startup segment
• Scale out an integrated go-to-market team in a highly dynamic, fast-paced startup environment
• Lead the RRT engagement model, responding to engagement triggers and providing coverage when needed
• Develop and execute against a set of goals including customer references, support, training, and startup-specific success metrics
• Build and maintain relationships with venture capital firms, accelerators, and startup ecosystem influencers to extend reach and drive adoption
• Develop relationships and engage with cross-functional teams (product, marketing, solution architecture, partner) to accelerate startup customer success
• Build and leverage relationships with internal and external stakeholders including Founders, CxOs, Board members, and investors to further adoption of AWS services in the startup market
• Support all AWS operating cadences and represent a consolidated view of the startup business to senior AWS leaders
• Lead a Customer Obsessed business that delights our startup customers and understands their unique needs, technical considerations, and growth trajectories
• Drive GenAI and AI/ML adoption among startup customers as a key growth initiative
• Manage complex, multi-account startup relationships and navigate rapid decision-making cycles
• Foster a culture of innovation, speed, and entrepreneurial thinking within the team

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

What This Job Offers

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