Director, North America Startups, Startups

Amazon Web Services (AWS) offers a complete set of cloud services that enable all companies from startups to enterprises to run virtually everything in the cloud. AWS Worldwide Startups is the dedicated organization that helps startups build grow and scale on AWS. Within this organization North America Startups represents one of our largest and most strategically significant businesses serving thousands of startups across the continent.
We are seeking a Director and General Manager to lead the North America Startups organization. This leader will own the full go-to-market strategy revenue delivery and team development for our NA Startup business partnering directly with venture capital firms founders and startup executives to accelerate growth through cloud data and AI adoption. This role carries single-threaded ownership of a large and complex business that requires the ability to lead through the AI transformation as it reshapes the startup landscape.

Role Overview
As the Director and GM of North America Startups you will set vision strategy and operational cadence for the largest regional startup business within AWS. You will lead a large multi-disciplinary organization spanning Sales Business Development Solutions Architecture Investment Management and Go-To-Market functions across multiple hubs including San Francisco Seattle New York and Boston. You will drive revenue growth across the full spectrum of startup customers from early-stage AI-native companies to high-growth scale-ups positioned to become tomorrows enterprise leaders.
Unlike traditional sales leadership roles this position requires general management of an entire market segment with substantial P&L responsibility direct influence on AWS product strategy through customer and ecosystem feedback engagement at the highest levels of AWS and Amazon and alignment with the venture capital and startup communities. Additionally proficiency in managing direct and matrixed resources is required and the ability to engage technical founders is essential. You will operate with significant strategic ambiguity in a rapidly evolving landscape where investment themes business models and portfolio company needs shift continuously.


Key job responsibilities
Own and deliver multi-billion-dollar annual revenue targets with strong YoY growth for the North America Startup segment while building a pipeline of future Enterprise customers
Define and execute the North America Startups GTM strategy including coverage models portfolio prioritization and segment-specific approaches for early and growth-stage startups
Lead organizational mechanisms supporting cloud and AI adoption across thousands of startup customers
Cultivate and maintain strategic relationships with top-tier venture capital firms General Partners Managing Directors and Platform teams across North America
Engage directly with AWS executive leadership startup founders and C-suite executives to align on joint value creation strategies
Execute complex high-value opportunities with sophisticated startup customers navigating technical commercial competitive and partnership elements simultaneously
Navigate highly competitive environments to secure adoption of emerging startups and position AWS as the preferred cloud partner
Establish and manage operational cadence including pipeline reviews forecasting performance metrics and business reviews across the NA Startups organization
Build develop and scale high-performing teams across multiple disciplines and geographies with consistent performance metrics and development paths
Manage workforce planning resource allocation and talent development across the organization
Serve as the voice of the startup community to AWS service teams influencing product roadmaps startup programs and go-to-market strategies
Identify and capitalize on emerging trends particularly in GenAI Agentic AI and frontier technologies to position AWS as the preferred cloud partner for VC-backed startups
Coordinate with AWS Partner Organization (APO) and cross-functional teams on co-sell sell-with and sell-to approaches for startup customers
Partner with WW Startups leadership on global strategy cross-regional alignment and emerging market expansion


15 years of experience in technology sales business development startup ecosystems or related fields
10 years of people management experience including managing leaders of leaders across multiple functions
Experience leading a business unit or organization with $1B in revenue responsibility
5 years of experience in the startup and/or venture capital ecosystem with established relationships across top-tier VC firms
Experience building and scaling go-to-market organizations across multiple geographies and disciplines
Experience structuring and closing complex multi-year deals and executing growth strategies in technology markets
Experience engaging and influencing C-suite executives General Partners and senior VC leadership
Experience managing matrixed geographically distributed teams across multiple job families
Exceptional strategic thinking and ability to operate in highly ambiguous fast-moving environments
Outstanding verbal and written communication skills with ability to engage technical and business audiences


MBA or advanced degree in a relevant field
Experience as a General Manager or P&L owner for a multi-billion-dollar business
Cloud or technology go-to-market experience particularly with AWS or comparable cloud platforms
Technical background or fluency in cloud computing AI/ML foundation models and emerging technology trends
Previous experience working within or directly with venture capital firms startup accelerators or startup-focused organizations
Established relationships with Tier 1 venture capital firms (e.g. Sequoia Andreessen Horowitz Accel Lightspeed Greylock)
Experience leading through significant market transitions (e.g. cloud adoption AI transformation)
Experience with AWS services and the ability to articulate cloud value propositions to startup and VC audiences
History of developing and promoting leaders across multiple disciplines and geographies
Previous experience at a leading technology company with cloud expertise
Proven ability to influence product roadmaps and drive cross-functional initiatives

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: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.

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

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The base salary range for this position is listed below. Your Amazon package will include sign-on payments restricted stock units (RSUs) and sales incentives. Final compensation will be determined based on factors including experience qualifications and location. Amazon also offers comprehensive benefits including health insurance (medical dental vision prescription Basic Life & AD&D insurance and option for Supplemental life plans EAP Mental Health Support Medical Advice Line Flexible Spending Accounts Adoption and Surrogacy Reimbursement coverage) 401(k) matching paid time off and parental leave. Learn more about our benefits at CA San Francisco - 246800.00 - 333900.00 USD annually