5-7 years leading sales teams in B2B or partner-led environments
Experience in selling or co-selling with AWS or other major cloud providers
Expertise in complex, consultative sales cycles with technical solutions
Ability to manage both commercial and technical sales roles
Strong communication, leadership, and organizational skills
Comfortable in a fast-paced, remote-first environment
Preferred familiarity with AWS ACE and partner funding programs
Responsibilities
Act as a player-coach, directly leading and owning strategic opportunities
Step in as executive sales lead for high-value AWS deals and accounts
Support deal strategy, positioning, and executive-level customer conversations
Partner with Solutions Architects to shape complex deal structures
Serve as escalation point for stalled deals and drive them to close
Model best practices and share lessons with AEs and SAs
Lead and develop a distributed sales team, reinforcing accountability
Benefits
Paid Time Off for recharging and productivity
Remote-first working environment to collaborate globally
Comprehensive health coverage, including medical and dental
Access to a 401(k) retirement plan
Annual learning and development stipend for skill investment
Peer mentorship and coaching from experienced professionals
Opportunities to work with cutting-edge AWS technologies
Company outings and volunteer opportunities to build community
Collaborative culture supporting innovation and initiative
Full Job Description
RevStar is seeking a Sales Team Lead to own and scale our AWS go-to-market motion by leading a growing team of AWS Account Executives (AEs) and Solutions Architects (SAs). This role is responsible for driving pipeline creation, deal execution, and co-sell alignment with AWS while ensuring clear ownership, accountability, and performance across the sales organization.
The Sales Team Lead acts as the operational and strategic bridge between RevStar leadership, AWS partner teams, and our customer-facing sales and technical teams. You will establish structure, coach execution, and ensure consistent deal flow from AWS-sourced opportunities through close.
This is a hands-on leadership role in a fast-moving environment, ideal for someone who understands partner-led selling, complex technical sales, and how to scale repeatable motions without slowing momentum. Above all, the ideal candidate embodies RevStar's core values:
Self-Mastery: We hold a high bar for how we think, communicate, and improve.
Ownership: We own outcomes, not just effort.
Shared Destiny: We rise or fall together.
Role and Responsibilities
Player-Coach & Strategic Deal Ownership
Act as a player-coach, directly owning and leading a subset of large, strategic, or complex opportunities alongside the AE and SA teams
Step in as the executive sales lead for high-value AWS-sourced deals, multi-workstream engagements, and strategic accounts
Support advanced discovery, deal strategy, positioning, pricing, and executive-level customer conversations
Partner closely with Solutions Architects to shape solution scope, funding strategy, and deal structure for complex opportunities
Serve as the escalation point for stalled or at-risk deals, helping unblock issues and drive deals to close
Model best practices for AEs and SAs by actively participating in real deals and sharing lessons learned with the team
Sales Leadership & Team Management
Lead, coach, and develop a distributed team of AWS Account Executives and Solutions Architects
Establish clear role boundaries and accountability between AEs and SAs
Enforce performance expectations, KPIs, and targets aligned to pipeline, bookings, and close rates
Run regular team meetings, deal reviews, and 1:1s to drive execution and growth
Identify hiring needs and support the recruiting and onboarding of new AEs and SAs
AWS Co-Sell & Partner Execution
Own RevStar's AWS co-sell operating rhythm in partnership with AWS field teams
Ensure opportunities are properly registered, tracked, and updated in AWS ACE
Coach AEs on building and maintaining strong relationships with AWS sellers and partner teams
Ensure alignment between AWS-sourced opportunities and RevStar's offerings, positioning, and timelines
Support in-market activities with AWS, including joint meetings, events, and account planning
Deal Execution & Revenue Operations
Oversee deal progression from qualification through close, partnering with AEs with SAs as needed
Ensure high-quality discovery, consistent deal qualification, and clean handoffs between sales and technical teams
Review pricing, deal structure, and funding alignment (e.g., AWS-funded assessments, migrations, and PoCs)
Maintain pipeline hygiene and accurate forecasting in HubSpot and related systems
Provide leadership with regular reporting on pipeline health, revenue performance, and risks
Process, Enablement & Continuous Improvement
Refine sales processes, playbooks, and operating cadence as the team scales
Partner with delivery and leadership to ensure offerings are packaged, positioned, and sold consistently
Identify bottlenecks in the sales cycle and drive improvements across people, process, and tooling
Support enablement efforts for new offerings, AWS programs, and evolving GTM strategies
Requirements
Required
Proven experience leading sales teams in a B2B or partner-led environment
Experience selling or co-selling with AWS or another major cloud provider
Strong understanding of complex, consultative sales cycles involving technical solutions
Demonstrated ability to manage both commercial and technical sales roles
Excellent communication, leadership, and organizational skills
Comfortable operating in a fast-paced, remote-first environment
Preferred
Prior experience working with AWS partners, ISVs, or GSIs
Familiarity with AWS ACE, partner funding programs, and co-sell motions
Experience selling cloud, data, AI, or application modernization services
Background in building or scaling early-stage or growth-phase sales teams
Benefits
Benefits for Full-Time W2 Positions:
Paid Time Off - Take the time you need to recharge and stay productive.
Remote-First Working Environment - Collaborate from anywhere while staying connected with our global team.
Comprehensive Health Coverage - Medical, Dental, Vision
401(k) Retirement Plan - Plan for your future with access to a company-sponsored 401(k) program.
Annual Learning & Development Stipend - Invest in your skills with conferences, certifications, or courses.
Peer Mentorship & Coaching - Learn from experienced engineers, product managers, and architects to accelerate your growth.
Professional Growth Opportunities - Exposure to cutting-edge AWS GenAI, data, and cloud technologies across diverse industries.
Company Outings & Volunteer Opportunities - Build relationships and give back to the community.
Collaborative, Innovative Culture - Work alongside top talent in a fast-paced, supportive environment that values curiosity and initiative.
