Account Executive, Public Sector (Greenfield) – Amazon Web Services – Ottawa, ON

Ottawa-based sales professionals with a passion for cloud technology and public sector impact — this one’s worth a look. Amazon Web Services (AWS) is seeking an Account Executive, Public Sector (Greenfield) to join its Worldwide Public Sector team in Ottawa, Ontario. This is a role built for someone who thrives on building something from the ground up, breaking into net-new accounts and helping government and public sector organizations modernize the way they deliver services.

In this position, you’ll own the full sales cycle — from cold prospecting all the way through close — with a focus on public sector organizations that have little to no existing AWS presence. You’ll be working face-to-face with clients, engaging at the CXO level, and collaborating with solutions architects and partner ecosystems to accelerate deals. It’s a role that demands equal parts strategic thinking and tactical execution.

About the Role: Account Executive, Public Sector (Greenfield)

As an AWS Greenfield Account Executive, your core mission is to build AWS adoption in untapped public sector accounts. You’ll develop and execute territory plans, translate cloud and AI capabilities into mission-relevant use cases, and navigate the unique procurement landscape of government and public sector buyers — including RFPs, cooperative contracts, and federal/provincial/municipal contract vehicles. You’ll spend time prospecting, conducting discovery calls, and coordinating with legal and contract teams to structure compliant deals.

Collaboration is central to how AWS operates. You’ll work closely with solutions architects, internal stakeholders, and a broad partner ecosystem including systems integrators, resellers, and distributors. Accurate pipeline management in Salesforce and disciplined sales forecasting are core expectations of the role. This position is based out of the local Ottawa office when you’re not at customer sites.

Benefits and Salary

The base salary range for this position is $99,800 to $166,700 CAD annually, depending on experience, qualifications, and location. As a total compensation company, AWS’s package may also include sign-on payments, Restricted Stock Units (RSUs), and sales incentives. Amazon offers a comprehensive benefits package including health insurance (medical, dental, vision, prescription, and basic life & AD&D), a Registered Retirement Savings Plan (RRSP), a Deferred Profit Sharing Plan (DPSP), paid time off, and additional resources to support health and well-being.

Responsibilities

Day to day, this role blends outbound prospecting with relationship development, deal structuring, and pipeline management. You’ll be the primary driver for bringing new public sector accounts into the AWS ecosystem, which means balancing long-term strategy with hands-on execution at every stage of the sales cycle.

• Prospect and qualify net-new public sector accounts with limited or no existing AWS presence
• Manage the full sales cycle from prospecting through close, meeting or exceeding quarterly revenue targets
• Develop and execute territory plans to maximize market penetration across government and public sector organizations
• Translate cloud and AI capabilities into mission-relevant use cases tailored to public sector needs
• Build relationships across customer organizations, from C-level executives to IT operations and procurement teams
• Navigate public sector procurement processes including RFPs, cooperative contracts, and federal/provincial/local contract vehicles
• Collaborate with solutions architects, internal stakeholders, and the broader partner ecosystem (systems integrators, resellers, distributors)
• Maintain accurate forecasts and pipeline reporting in Salesforce, using data and insights to prioritize outreach

Requirements / Skills

The ideal candidate brings a strong enterprise sales background combined with genuine curiosity about cloud technology and comfort working within the nuances of public sector procurement. AWS values candidates who can engage at the executive level while also speaking credibly with developers and architects.

• Bachelor’s degree required; AWS Professional certification or a degree in business, computer science, engineering, or a related field is an asset
• 5+ years of experience in full sales cycle, technology sales, or equivalent business development
• Experience managing complex business relationships at scale and generating new pipeline opportunities
• Proficiency with CRM tools such as Salesforce or similar platforms
• Public sector procurement knowledge, including RFPs, contract vehicles, compliance requirements, and fiscal year buying cycles — an asset
• Proven ability to drive new business in greenfield accounts at the C-suite level and to develop strategic territory plans

How to Apply

To apply for the Account Executive, Public Sector (Greenfield) position at AWS in Ottawa, use the link below to access the official Amazon job posting. Make sure your resume is current and tailored to reflect your enterprise sales and public sector experience before submitting.

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