Account Executive - Nonprofits, AWS Nonprofits

Description

Help nonprofit organizations accelerate their mission by connecting innovative cloud and AI solutions with the unique challenges nonprofits face. As a Named Account Executive on the AWS Charities Nonprofit team, you'll be a strategic partner who goes beyond traditional sales - helping charities, foundations, and social-impact organizations unlock their potential through generative AI, data and analytics, application modernization, and cloud-first strategies.

Your portfolio includes organizations like disaster relief agencies, food banks, faith-based charities, global development NGOs, community foundations, and social services providers. You will partner with Executive Directors, Chief Program Officers, VPs of Development, CIOs, and board members who are reimagining how technology serves their mission and amplifies beneficiary outcomes.

This role requires experience in technology sales - ideally in cloud, SaaS, or infrastructure - and a proven track record of building pipeline and closing complex, multi-stakeholder deals. With your consultative approach and understanding of how technology amplifies mission outcomes, you will act as a strategic partner to nonprofit leaders: educating them on AWS capabilities, building business cases that resonate with budget-constrained environments, and identifying opportunities across cloud migration, modernization, and AI/ML adoption.

Key job responsibilities

Drive revenue growth across a named portfolio of charity, foundation, and social-impact accounts, owning the full sales cycle from prospecting to close

Build and execute strategic account plans that deepen existing AWS relationships and align new solutions to mission outcomes, grant cycles, and board-approval timelines

Grow pipeline through account expansion, whitespace identification, partner referrals, AWS programs (e.g., Cloud Credits for Nonprofits), and industry event engagement

Engage Executive Directors, Chief Program Officers, CIOs, and board-level stakeholders with a consultative, education-first approach that earns trust before asking for commitment

Navigate multi-funder procurement environments - building business cases that map to grant funding, corporate sponsor ships, AWS credits, and operational budgets

Identify and qualify opportunities across cloud migration, application modernization, data/analytics, and generative AI adoption

Partner with Solutions Architects to scope technical solutions, deliver proofs of concept, and validate architectures for resource-constrained IT environments

Collaborate with Partner Managers and AWS Nonprofit Specialists to assemble the right pursuit teams for complex, multi-stakeholder deals

Accurately forecast revenue and manage pipeline hygiene through weekly deal inspection and MEDDPICC qualification rigor

A day in the life

No two days are the same in this role. You might start the morning preparing a cloud migration business case for a national food bank's board presentation, then pivot to a discovery call with a faith-based organization exploring how generative AI can scale their donor engagement. After lunch, you're collaborating with a Solutions Architect on a proof-of-concept for a disaster relief agency that needs real-time data analytics during crisis response - then closing the day with a pipeline review, updating your forecast and identifying which deals need executive sponsorship to move forward.

You'll balance strategic account planning with tactical deal execution. Some weeks are heavy on relationship-building (attending nonprofit conferences, hosting executive round tables, connecting with partner ecosystem contacts). Other weeks are about closing - navigating procurement committees, aligning multiple funding sources, and getting contracts across the finish line before grant deadlines expire.

This role requires comfort with ambiguity. Charity organizations often have lean IT teams, complex funding structures, and consensus-driven decision-making. Your ability to simplify the complex, build trust with non-technical executives, and maintain momentum across long sales cycles will define your success.

About the team

The AWS Charities Nonprofit team is part of the Worldwide Public Sector Nonprofit organization. We serve the nation's largest and most impactful charitable organizations - helping them modernize operations, reduce costs, and amplify their mission through cloud technology and AI.

Our team operates with a startup mentality inside a scaled enterprise. We move fast, support each other, and share a genuine passion for the customers we serve. You'll work alongside experienced Account Executives, Solutions Architects, Partner Managers, and Nonprofit Specialists who understand the unique dynamics of selling into mission-driven organizations.

We value diverse perspectives and backgrounds. Many of our team members came from the nonprofit sector, public sector consulting, or social enterprise bringing firsthand understanding of our customers' challenges to every…