Account Executive - North America (Startup Ecosystem)
On-siteSan Francisco, California, United States
Job Summary
Execute Aivar's North America sales strategy, refining tactics and optimizing performance based on market feedback. Hunt and close net new logos across the startup ecosystem, leveraging AWS Startup team relationships and co-sell motions to generate qualified pipeline. Own the full sales cycle for early-stage startups needing to ship AI products quickly, while identifying and activating new channel partners and venture firms. Build relationships with startup founders, CTOs, and engineering leaders navigating complex AI/ML buildouts, and provide frontline insights to leadership on customer needs and competitive landscape. Represent Aivar at AWS Startup events, demo days, and accelerator programs to build brand awareness. Requires 5+ years in startup sales or AWS ecosystem, with deep active relationships within the AWS Startup ecosystem and experience selling complex services to engineering leaders.
Required Qualifications
- 5–8+ years of B2B sales experience selling to startups or within the AWS Partner/Startup ecosystem
- Proven track record in early-stage sales environments: you've been an early AE, executed new market strategies, or thrived in high-growth 0-1 environments
- Deep, active relationships within the AWS Startup ecosystem. You know the Partner teams, you've worked AWS co-sell, and you understand hyperscaler GTM motions
- Strong connections in the startup community through venture networks, accelerators, or previous roles selling into early-stage companies
- Experience selling complex services or technical solutions to engineering leaders. You can talk architecture, APIs, and AI/ML workflows credibly
- Ability to thrive in ambiguity: you execute with limited structure, adapt quickly when approaches need adjustment, and take initiative to solve problems
- Track record of meeting or exceeding quota in a consultative, relationship-driven sales environment
- Entrepreneurial mindset with comfort operating independently. You're self-directed, resourceful, and motivated by the challenge of opening a new market
- Willingness to travel regularly within North America to build relationships and close strategic deals
Desired Qualifications
- Previous experience at AWS in the AWS Startup/Partner ecosystem
- Background selling AI/ML solutions, cloud services, or developer-focused products
- Existing relationships with venture capital firms, startup accelerators, or innovation hubs in San Francisco
- Experience working at early-stage startups. You understand the pace, priorities, and pain points firsthand
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