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Required Startup Account Manager, AWS Startups - Migration
DESCRIPTION
AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.
As a Startup Account Manager, you will help support the growth of your startup customers, servicing their unique needs, engaging with Founders, CxOs, Board of Directors and VC influencers, and teaming with business development, marketing, solution architecture and partner teams to help the execution of coordinated go-to-market strategies.
Startups, which are now primarily born-in-the-cloud, represent a critically important and growing subset of customers to AWS. Startups have unique needs, priorities, and growth trajectories that distinguish them from traditional businesses and require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them long-term on the AWS platform.
In this role, you will also establish our Web Services as the key cloud technology provider across the companies you manage, promoting the entire AWS products and services portfolio to Startups Customers. You will be at the heart of latest trends like artificial intelligence (AI), machine learning (ML), serverless and IoT, helping your customers to leverage state-of-the-art technologies on AWS to innovate and become the next disrupters, like todays AirBnB, Slack, DoorDash, and Lyft.
Key job responsibilities
Ensure customer satisfaction.
Meet or exceed revenue and goal targets in a defined territory.
Help develop a comprehensive account/territory plan to manage and grow numerous accounts concurrently.
Grow & articulate compelling value propositions around AWS services.
Accelerate customer adoption.
Maintain a robust sales pipeline.
Work with partners to extend reach & drive adoption.
A day in the life:
A typical day involves engaging with developers and the Chief Technology Officer (CTO) to discuss strategies for scaling the business. Conversations with founders are a key aspect, focusing on assisting them in achieving their business goals. The team collaborates internally during daily syncs, where ideas are shared, and discussions revolve around driving new opportunities and mutual learning. Additionally, in the EMEA region, there is an emphasis on dedicating a day each month to focus on individual wellbeing.
About the team
Diverse Experiences
We value 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, hasnt followed a traditional path, or includes alternative experiences, dont let it stop you from applying.

transforming the way families navigate lifes most difficult times from the loss of a loved one to other major life transitions. By combining technology with compassionate human care, we bring clarity, comfort, and peace of mind when it matters most.

We partner with leading employers, insurers, and financial institutions to deliver meaningful, human-centric support at scale. Today, supports over 45 million people across North America.
Backed by top-tier investors including General Catalyst, Index Ventures, Adams Street, Aleph and Entreé Capital. weve raised over $160 million to date, including a $72 million Series C, to expand our impact and scale our mission worldwide.
We're hiring a Senior Product Manager to lead our enterprise product initiatives, deepening our impact, extending our reach, and creating more value for our partners. This is a strategic, cross-functional role at the core of growth. Youll shape how our product delivers value through partnerships, defining solutions that are impactful, scalable, and grounded in real human needs.

Were looking for a product manager with experience in B2B2C environments, someone who can navigate complexity with confidence, build strong roadmaps, and align internal and external teams around a clear product direction. Youll work closely with Engineering, Design, and Partner Success to translate partner needs into outcomes that serve both the business and the families we support.

In this role you will
Own the product lifecycle for our partner-facing experiences- from discovery and alignment to delivery, measurement, and iteration
Define the product vision and roadmap for enterprise partnerships, ensuring alignment with company and partner goals
Lead cross-functional discovery and delivery efforts across Product, Engineering, Design, and Partner Success
Develop scalable approaches to integrating partner programs and evolving how we serve diverse enterprise needs
Build a deep understanding of partner and end-user journeys and use those insights to inform product priorities
Contribute to product best practices and help raise the bar for clarity and execution across teams