The United States Air Force is at an inflection point. As it modernizes warfighting capabilities, accelerates data-driven decision-making, and embraces AI/ML across the enterprise, cloud computing isn't just an IT upgrade - it's a strategic imperative. We're looking for a driven, mission-obsessed sales leader to help write the next chapter.
As an Account Executive on the AWS US Air Force team, you'll own and grow a portfolio of business across one of the most consequential defense accounts in the world. You'll work at the intersection of next generation technology and national security - helping Air Force leaders reimagine how they build, deploy, and scale mission-critical systems in the cloud.
This isn't a role where you wait for opportunities to come to you. You'll shape the strategy, build the relationships, and close the deals that move the USAF's cloud transformation forward - from enterprise IT modernization to the tactical edge.
Who You Are
You're a builder who thrives in ambiguity. You're equally comfortable in a Pentagon briefing room and a technical whiteboard session. You combine strategic thinking with tactical execution - and you have the track record to prove it.
• You speak the language of both the boardroom and the server room.
• You understand how the Air Force buys, how programs are funded, and how to navigate the federal acquisition landscape.
• You have genuine passion for the mission - not just the deal.
• You move fast, think big, and deliver results
This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.
Key job responsibilities
What You'll Do
• Own the number. Develop and execute an account strategy that drives revenue growth across the USAF portfolio - from infrastructure modernization to advanced mission workloads.
• Build executive relationships. Earn trust with senior military leaders, SES civilians, program managers, and contracting officers through deep knowledge of their mission, priorities, and challenges.
• Hunt and close. Identify, qualify, and pursue high-value opportunities at pace. Maintain a robust pipeline and consistently exceed quota.
• Lead pursuit teams. Orchestrate cross-functional teams of Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex, multi-stakeholder engagements.
• Navigate the ecosystem. Work with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and go-to-market motions that accelerate USAF adoption.
• Think big. Translate the Air Force's strategic priorities - JADC2, digital engineering, AI/ML, zero trust, hybrid edge computing - into compelling AWS solutions and business cases.
• Be the customer's advocate. Bring the voice of the USAF back to AWS product and engineering teams to influence roadmap and service development.
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
BASIC QUALIFICATIONS
- 10+ years of quota-carrying technology sales experience
- 7+ years of direct sales experience with the US Air Force
- 10+ years of demonstrated success meeting or exceeding revenue targets
- 7+ years working with Federal Systems Integrators and channel partners supporting the USAF/DoD
- 5+ years of experience with cloud computing fundamentals, with sufficient technical depth to differentiate between cloud providers
- Current, active US Government Security Clearance of Top Secret or above
- Bachelor's degree or equivalent professional experience
PREFERRED QUALIFICATIONS
- Master's degree in Business, Computer Science, Engineering, or related field
- 5+ years managing complex direct product/service contracts
- 5+ years working within the cloud computing or software development industry
- Experience with USAF-specific programs, architectures, or modernization initiatives (e.g., Cloud One, Platform One, JADC2/ABMS, DAF Battle Network)
- Familiarity with AWS services and how they map to DoD mission outcomes
- Demonstrated ability to engage at the General Officer / SES level
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, VA, Arlington - 142,800.00 - 193,200.00 USD annually
