Startups Account Manager, Startups UKI ISV

Startups Account Manager, Startups UKI ISV Overview

This role sits within AWS Global Sales and focuses on helping innovative startups in the UK and Ireland software segment grow on AWS. The position is aimed at someone who is excited by the startup ecosystem and wants to help the next generation of high-growth companies build, scale, and succeed using AWS cloud services. The account manager will work across a portfolio of startup customers, shaping growth plans, deepening relationships, and driving adoption of AWS as the preferred cloud technology partner.

The broader AWS mission is to help customers of every size innovate and expand in the cloud. In this role, you would be part of a customer-focused sales organization that works to understand each customer’s business challenges and then brings together the right AWS services, expertise, and internal teams to support their success. The team’s work includes engaging with founders, senior executives, board members, and venture capital stakeholders, as well as coordinating with internal specialists to deliver effective go-to-market execution.

What you would do

• Take ownership of revenue growth across a defined territory or vertical focused on startups and software companies.
• Build strong customer relationships and ensure a high level of satisfaction throughout the sales cycle and beyond.
• Position AWS as the main cloud provider for the accounts you manage and expand usage of the full AWS product and services portfolio.
• Work with founders, CxOs, board members, and VC influencers to understand business priorities and shape account strategy.
• Collaborate with business development, marketing, solution architecture, and partner teams to coordinate go-to-market plans and customer engagement.
• Create and run account and territory plans that support growth across multiple accounts at once.
• Develop persuasive value propositions that clearly show how AWS services solve customer problems and support business outcomes.
• Drive customer adoption of AWS by identifying opportunities, removing blockers, and guiding customers through expansion.
• Maintain a strong pipeline of opportunities and manage deals through to successful close.
• Work with partners to extend market reach and increase adoption of AWS solutions.
• Compete for and win strategic accounts against rival providers.
• Help customers take advantage of modern cloud capabilities such as AI, machine learning, serverless computing, analytics, and related technologies to innovate and scale.
• Operate in a fast-paced, sometimes ambiguous environment while consistently pursuing ambitious targets and embracing Amazon’s working culture.

What the team emphasizes

AWS Global Sales is described as a team that helps customers innovate and grow by combining tailored support, strong technology, and deep customer understanding. The organization highlights a customer-first approach and positions AWS as a highly trusted cloud platform used by startups and large enterprises alike.

The team also stresses that diverse experiences are valued. Applicants are encouraged to apply even if their background is non-traditional or they do not meet every preferred qualification. AWS says it welcomes different career paths and believes that varied experience strengthens the team.

The posting also highlights several aspects of the working culture. AWS says it values work-life harmony and aims to support flexibility so employees can succeed professionally without sacrificing life outside work. It also describes an inclusive culture supported by affinity groups and inclusion-focused events, and it points to mentorship and career growth resources intended to help employees develop further.

What you need

• A proven record of exceeding sales goals and delivering strong commercial results.
• Experience selling cloud solutions, ideally in a software company or a comparable environment.
• At least seven years of experience in IT, technology, or cloud sales, with responsibility for closing both new and existing business and carrying quota.
• Strong knowledge of cloud fundamentals, including compute and databases, along with more advanced areas such as microservices, analytics, serverless, and AI/ML.
• Understanding of the UK startup landscape and a clear interest in helping startups grow.
• Ability to thrive in a fast-moving environment where priorities may shift and ambiguity is common.
• A self-starting approach with the discipline to work independently and deliver against ambitious objectives.
• Confidence engaging senior stakeholders and influencing decision-makers across startup organizations.
• Preferred qualifications include an MS degree or MBA.
• Preferred qualifications also include a technical or academic background in engineering or computer science.
• Experience working for tech startups or selling to tech startups is preferred.
• Applicants should be comfortable working in line with Amazon’s leadership principles and culture.

Additional notes

Amazon states that it is an equal opportunities employer and makes hiring decisions based on experience and skills. The company also says it does not discriminate on the basis of protected veteran status, disability, or other legally protected status. If an applicant needs a workplace adjustment or accommodation during the application, interview, or onboarding process, Amazon directs candidates to its accommodations information page and asks applicants in countries or regions not listed there to contact their recruiting partner.

The posting is for a sales, advertising, and account management role based in London, Great Britain. No remote, hybrid, or onsite working arrangement is specified in the text provided, and the page does not include any information about visa sponsorship or work authorization requirements.

Degree Requirement: Not Specified

Visa Sponsorship May be