Account Manager, Startups

Startup Account Manager

• Ensure customer success with early and mid‑stage startups
• Drive revenue and market share in a defined territory or industry vertical
• Accelerate customer adoption through well‑developed sales engagements and a successful GTM strategy
• Meet or exceed quarterly revenue and goal targets
• Develop and execute against a comprehensive account/territory plan
• Create and articulate compelling value propositions around AWS services
• Engage Founders, CxO, Board of Directors and VC influencers to accelerate adoption
• Work with partners to extend reach and drive adoption
• Develop long‑term strategic relationships with key accounts
• Expect moderate travel

• We’re looking for an Account Manager to join our cybersecurity‑focused team supporting top‑tier portfolio companies in the startup ecosystem. As security becomes increasingly critical in the age of generative AI, this role will serve as a strategic advisor to high‑growth cybersecurity startups backed by leading venture capital firms.
• Own and manage relationships with 20+ high‑growth cybersecurity startups, driving revenue growth and deepening engagement across a dynamic, fast‑evolving market
• Navigate complex sales motions across emerging cybersecurity sub‑categories driven by new attack vectors, vulnerabilities, and shifting market dynamics
• Partner with internal cross‑functional teams and external stakeholders—including C‑suite executives and investors—to deliver programs that accelerate customer success
• Develop and execute account strategies that address the unique needs of cybersecurity ISVs at various stages of growth
• Contribute to scalable frameworks and playbooks that can be extended to cybersecurity customers globally

• 10+ years of technology sales experience with a focus on cybersecurity
• Background working with venture‑backed startups or within the startup/VC ecosystem
• Experience managing high‑quota portfolios with aggressive year‑over‑year growth targets
• Deep understanding of the cybersecurity landscape—including market segmentation, emerging threat categories, and how startups build and scale security products
• Familiarity with cloud infrastructure and how cybersecurity companies build and deliver solutions at scale
• Proven ability to operate autonomously, exercise sound business judgment, and influence senior leaders across functions and geographies

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

USA, CA, San Francisco -  -  USD annually