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 tomorrow's 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
BASIC QUALIFICATIONS
• 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
PREFERRED QUALIFICATIONS
• 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
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 https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 246,800.00 - 333,900.00 USD annually
