Associate Account Executive , SMB Engaged

This is not your typical entry-level sales role — it's a launchpad.

At Amazon, our peculiar culture and obsession with delighting customers extends to everything we do, including what we call our teams. While the industry knows this role as a SDR, BDR, Associate Account Executive, Amazon's customer-first DNA means we call our team members "Customer Acquisition Representatives" (CARs). It's more than a name, it reflects our belief that every interaction should start and end with the customer. As a CAR, you'll accelerate pipeline growth, navigate complex customer landscapes, shift gears between strategic thinking and high-impact execution, and put customers in the driver's seat of their cloud journey. Every CAR needs fuel, yours will be curiosity, coaching, and the full support of the world's leading cloud platform.

As a CAR, you will take the lead in unlocking growth potential for both new and existing AWS customers. We are one of the principal sources of new pipeline that fuels the AWS engine – engaging the unengaged accounts and contacts to drive pipeline that turns into revenue. Using cutting-edge AI tools and data-driven insights, you'll identify whitespace opportunities and develop innovative strategies to reach unengaged accounts at scale. You'll be part of shaping how technology is deployed across thousands of organizations, from enabling rapid, individually customized cancer treatments to helping Fortune 500 companies meet their carbon emissions goals. The AWS technology stack is the backbone of some of the most innovative solutions to the world's most pressing problems.

Your career path is clear. This role is designed as the entry point into AWS's North American sales organization. We don't need the perfect candidate, but we do want people who are curious, coachable, and willing to learn. We've developed hundreds of early-career professionals into full cycle sellers as Cloud Sales Representatives (CSRs), many within 18–24 months. You'll be paired with mentors and have access to structured development programs that accelerate your growth from day one.

According to Gartner, AWS is the leading cloud provider in both ability to execute and completeness of vision. With only 5% of all IT spend in the cloud, we are still in the early stages of what is possible, and with the explosion of generative AI, the opportunity has never been larger. You'll be at the forefront, equipped with the most advanced AI-powered sales technology in the industry. Consider this your pit crew advantage — the tools, training, and teammates that keep you performing at your best.

Key job responsibilities •Partner closely with Account Teams to develop a deep understanding of the primary industries, accounts, and personas within your territories — building relationships from technical admins to Line of Business executives. •Lead top-of-funnel activity: conduct high-quality account research and source net-new contacts at scale to execute high-volume prospecting, lead qualification, and opportunity generation across your assigned territories. •Drive net-new business via customer acquisition by leveraging one-to-one and one-to-many outbound campaigns, in addition to qualifying leads from marketing and partner channels. •Expand services breadth and consumption within your existing customer base via account planning and territory management. •Deliver results against input and output goals, including: contacts sourced, leads qualified, customer calls completed, meetings scheduled, and opportunities created and launched. •Leverage AI-powered sales intelligence platforms, predictive analytics, and automation tools to identify high-propensity accounts, prioritize outreach, and optimize pipeline development in Salesforce. •Stay ahead of the curve with next-generation engagement strategies using generative AI, agentic workflows, and advanced personalization engines — you'll be on the cutting edge of how AI transforms B2B sales, continuously testing and iterating on new approaches to reach unengaged accounts. •Collaborate with teammates to share best practices, contribute to team learning, and collectively raise the bar for customer engagement.