Startup Account Manager – Amazon – Toronto, ON

If you’re passionate about the Canadian startup ecosystem and thrive in a fast-paced, results-driven environment, Amazon Web Services (AWS) has an exciting opportunity for you. Based in Toronto, Ontario, the Startup Account Manager role is focused on earning trust and driving growth among a portfolio of well-funded, high-potential startups across Canada. AWS powers more startups globally than any other cloud provider — and over 80% of unicorns build on it — so you’d be joining a team that’s genuinely at the centre of innovation.

This isn’t a traditional sales role. You’ll be working directly with Founders, CxOs, and Board-level executives, building long-term strategic relationships and helping startups scale on the world’s most comprehensive cloud platform. Think of yourself as a partner to the startups you work with — not just a vendor. You’ll collaborate across Solutions Architecture, Business Development, Marketing, and Partner teams to deliver real value beyond infrastructure.

About the Role: Startup Account Manager

The Startup Account Manager at AWS is responsible for developing and executing a territory plan that drives customer adoption of AWS services. You’ll be expected to grow market share, exceed both revenue and non-revenue targets, and engage strategically with the startup ecosystem including Venture Capital influencers. This role calls for someone with an entrepreneurial spirit — a builder — who can operate independently while consistently delivering results.

The role also involves some travel to meet with customers in person for meetings, briefings, and events. You’ll be part of AWS Global Sales, a team that drives cloud adoption worldwide by understanding each customer’s unique challenges and crafting tailored solutions to accelerate their success.

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 part of Amazon’s total compensation approach, your package may also include sign-on payments, Restricted Stock Units (RSUs), and sales incentives. AWS offers a comprehensive benefits package that includes health insurance (medical, dental, vision, prescription, basic life and AD&D insurance), a Registered Retirement Savings Plan (RRSP), a Deferred Profit Sharing Plan (DPSP), paid time off, and resources to support health and well-being. The company also invests in mentorship, career development, and flexible work arrangements.

Responsibilities

As a Startup Account Manager, your day-to-day work centres on growing AWS adoption across a defined portfolio of startups while building genuine, strategic relationships with founders and executive teams. Each responsibility plays a direct role in helping Canadian startups scale on AWS cloud infrastructure and succeed long-term.

• Develop and execute a well-structured territory plan with detailed account strategies encompassing sales and prospecting
• Drive market share by exceeding both revenue and non-revenue goals across your assigned accounts
• Engage directly with Founders, CxOs, Boards of Directors, and Venture Capital influencers to build lasting relationships
• Partner cross-functionally with Solutions Architecture, Business Development, Marketing, and Partner teams to deliver comprehensive solutions
• Identify opportunities for AWS to add meaningful value beyond infrastructure — helping startups grow in every dimension
• Collaborate with Partners to extend reach and accelerate cloud adoption within your startup accounts
• Build long-term strategic relationships at all levels within your portfolio of accounts
• Travel periodically to meet customers in person for meetings, briefings, and events

Requirements / Skills

AWS is looking for a candidate who combines strong sales acumen with genuine passion for the Canadian startup ecosystem. The ideal person is a self-starter with an entrepreneurial mindset who understands cloud industry trends and can operate effectively at a senior level with founders and executives.

• 5+ years of direct sales or business development experience in software, cloud, or SaaS markets, specifically selling to C-level executives
• Experience working with enterprise, startup, or SMB accounts in a direct sales capacity
• Bachelor’s degree or equivalent experience and education
• Strong understanding of cloud industry trends and how startups leverage technology to scale
• Entrepreneurial spirit — a self-starter who thrives in a fast-paced, hunting environment with ambitious targets
• AWS Cloud Practitioner certification (considered an asset)

How to Apply

To apply, visit the official job posting using the link below. Make sure your resume is up to date before submitting your application.

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