Account Manager, Startups

About the Role

We are seeking a Startup Account Manager with strong sales acumen, deep knowledge of the startup ecosystem, and a passion for cybersecurity to work with high‑growth API‑driven startups. The role involves driving revenue, accelerating adoption of AWS services, and ensuring these startups select AWS as their primary cloud provider.

• 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 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 to meet customers and partners.

• 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 and emerging threat categories.
• 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.
• Experience navigating complex sales motions across emerging cybersecurity sub‑categories driven by new attack vectors and vulnerabilities.
• Skill in developing and executing account strategies that address unique needs of cybersecurity ISVs at various stages of growth.
• Contribution to scalable frameworks and playbooks that can be extended to cybersecurity customers globally.

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: we will consider qualified applicants with arrest and conviction records. Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records.

Base salary range: $ – $ USD annually. Your package will include sign‑on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on experience, qualifications, and location.