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Sr Account Executive, USAF

Amazon
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Hybrid (Arlington, VA), Hybrid (Las Vegas, NV), Hybrid (Herndon, VA)$142.8k - $193.2kPosted 4mo ago

About the role

Account Executive on the AWS US Air Force team responsible for owning and growing a portfolio of USAF business, shaping strategy, building relationships with senior leaders, and driving cloud transformation across infrastructure modernization and mission workloads.

Responsibilities

  • 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.

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

Skills

Required:Quota carrying sales
Last updated Oct 25, 2026. Interested? Apply on the company site.

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