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Job Details
Posted date: Feb 17, 2026
Location: Seattle, WA
Estimated salary: $232,600
Range: $187,000 - $278,200
Description
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.
Key job 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
A day in the life
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.
Qualifications
- 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
Extended Qualifications
- 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
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 205,700.00 - 278,200.00 USD annually
USA, NY, New York - 205,700.00 - 278,200.00 USD annually
USA, WA, Seattle - 187,000.00 - 252,900.00 USD annually
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