Sr Account Executive, USAF

Amazon Web Services (AWS); Herndon (VA); On-site; USD 143,000 - 193,000; Full time

Job summary

Amazon Web Services, Inc. is seeking an Account Executive for the USAF team to own and grow a strategic portfolio within one of the world's most consequential defense accounts.

You will shape strategy, build relationships with senior leaders, and close high-value opportunities that modernize USAF IT in the cloud. You will lead multi-disciplinary teams, navigate federal procurement, and translate strategic priorities into concrete AWS solutions while maintaining a strong, auditable pipeline and

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.

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 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 with a robust pipeline.
• Lead pursuit teams. Orchestrate cross-functional teams of Solutions Architects, Technical Account Managers, Partner Development Managers, and Delivery specialists on complex engagements.
• Navigate the ecosystem. Work with Federal Systems Integrators, ISVs, and solution providers to create joint value propositions and go-to-market motions.
• Think big. Translate the Air Force's priorities — JADC2, AI/ML, zero trust, hybrid edge computing — into 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.

Skills

Quota-carrying sales

US Air Force sales

Revenue targets

Federal Systems Integrators

Cloud computing fundamentals

Security clearance

Bachelor's degree

Education

Bachelor's degree

Tools

AWS services familiarity

Job description

Description

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.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

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

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

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, NV, Las Vegas - 142,800.00 - 193,200.00 USD annually

USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually

USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually

Company

Amazon Web Services, Inc.

Job ID: A10442032