Sr Account Executive, USAF

Position Summary

The United States Air Force is at an inflection point. As it modernizes war fighting capabilities, accelerates data-driven decision-making, and embraces AI/ML across the enterprise, cloud computing is a strategic imperative. We’re looking for a dynamic sales leader to help write the next chapter.

• You speak the language of both the boardroom and the server room.
• You understand how the Air Force buys, how programs are funded, and how to navigate the federal acquisition landscape.
• You have genuine passion for the mission — not just the deal.
• You move fast, think big, and deliver results.

This position requires that the candidate selected be a U.S. Citizen and currently possess and maintain an active Top Secret security clearance.

• Own the number. Develop and execute an account strategy that drives revenue growth across the USAF portfolio.
• 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 ntain 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.

• 10+ years of quota‑carrying technology sales experience
• 7+ years of direct sales experience with the U.S. 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 U.S. Government Security Clearance of Top Secret or above
• Bachelor's degree or equivalent professional experience

• 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

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Please visit the accommodations page ((Use the "Apply for this Job" box below).) if you have a disability and need a workplace accommodation or adjustment during the application and hiring process.

Base salaries: USA, NV, Las Vegas –  –  USD annually. USA, VA, Arlington –  –  USD annually. USA, VA, Herndon –  –  USD annually.