Amazon Web Services (AWS) · 7 hours ago
Director, Frontier AI Sales, AWS Startups
San Francisco, CA
Full-time
Onsite
Director/Executive
$224K/yr - $334K/yr
15+ years expAmazon Web Services (AWS) offers a complete set of cloud services that enable all companies to run virtually everything in the cloud. The Director of Frontier Sales will be responsible for defining strategy and driving revenue for the global AI startup business, leading a large, matrixed global organization to achieve ambitious growth targets.
ConsultingDevOpsInformation TechnologySoftwareWeb Development
Responsibilities
Drive significant annual revenue with strong YoY growth for the Startup segment
Own relationships with top-tier AI startups building frontier AI technologies across foundation models, agentic AI, and vertical AI applications
Execute complex, high-value opportunities with sophisticated AI startups, navigating technical, commercial, competitive, and partnership elements simultaneously
Meet AWS-wide AI revenue targets while building a pipeline of future Enterprise customers
Navigate highly competitive environments to secure adoption of emerging startups
Cultivate and maintain strategic relationships with top-tier venture capital firms and leading accelerators
Engage directly with AWS executive leadership and customer C-suite executives
Serve as the voice of AI startup customers to AWS service teams, influencing product roadmaps and go-to-market strategies
Lead and develop a globally distributed team across NAMER, EMEA, APAC, and LATAM
Manage workforce planning and resource allocation globally across multiple countries and locations
Build and scale high-performing teams spanning multiple job families and functions
Establish consistent performance metrics and development paths across diverse technical and sales skillsets
Coordinate with AWS Partner Organization (APO) on co-sell, sell-with, and sell-to approaches
Own feedback loops to service teams on customer requirements for frontier AI workloads
Qualification
Required
15+ years of technology-related sales or business development experience
8+ years of sales leadership experience managing leaders of leaders
Proven track record building and scaling successful global sales organizations
Deep expertise in the AI/ML and GenAI startup ecosystem, including understanding of foundation models, training infrastructure, and inference workloads
Experience structuring and closing complex, multi-year deals
Demonstrated ability to engage and influence C-suite executives and board members
Strong relationships with top-tier venture capital firms and startup accelerators
Experience managing matrixed, globally distributed teams across multiple job families
Exceptional strategic thinking and ability to operate in highly ambiguous, fast-moving environments
Outstanding verbal and written communication skills with ability to engage technical and business audiences
BA/BS degree required
Preferred
MBA/MA/MS degree in relevant field
Previous experience at a leading technology company with cloud expertise
Technical background in engineering, computer science, or AI/ML
History of working for or selling to tech startups, particularly in the AI/ML space
Experience with AWS services, particularly SageMaker, Bedrock, EC2, and GPU infrastructure
Proven ability to influence product roadmaps and drive cross-functional initiatives
Experience managing substantial P&L responsibility
Established relationships with Tier 1 venture capital firms
Understanding of GenAI technology stack, including transformers, diffusion models, and agentic AI
Benefits
Equity
Sign-on payments
Full range of medical, financial, and/or other benefits
Company
Amazon Web Services (AWS)
Launched in 2006, Amazon Web Services (AWS) began exposing key infrastructure services to businesses in the form of web services -- now widely known as cloud computing.
10001+ employees
H1B Sponsorship
Amazon Web Services (AWS) has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (22803)
2024 (21175)
2023 (19057)
2022 (24088)
2021 (12233)
2020 (14881)
Funding
Current Stage
Late StageTotal Funding
unknownKey Investors
BIRD Foundation
2025-01-22Grant
Leadership Team
Matt Garman
Chief Executive Officer
Anand Desikan
CTO, CXO Advisor, and Enterprise Technologist
Recent News
2025-12-31
2025-12-31
2025-12-30
Company data provided by crunchbase