AWS Enterprise Segment Lead
2 дн. назад
LeadRemote
awspipeline managementcustomer relationship management
Lead AWS enterprise segment strategy driving adoption among larger enterprise and AI-native accounts via partnership management and co-sell pipeline development.
О компании
- was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love.
- ~400 team members
- 60+ countries
- 20+ languages spoken
- Over $1B raised (including our $500M Series F)
- 540,000+ community members
- We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities.
Обязанности
- This role owns the enterprise and AI segment of 's AWS partnership -- driving adoption among larger, more complex enterprise accounts and AI-native companies building production workloads on . You'll anchor the enterprise motion around reference customers, build the case for enterprise innovation funding with AWS, and own the relationship with AWS enterprise account teams and Solutions Architects.
- This is a strategic, quota-adjacent role: you'll be responsible for building enterprise pipeline through AWS co-sell, deepening AWS's confidence in as an enterprise-ready platform, and supporting Competency and reference programs that unlock further AWS investment.
- Own the AWS enterprise strategy
- Manage relationships with AWS enterprise account teams, Solutions Architects, and relevant service-line teams (e.g., Database Services)
- Drive co-sell pipeline for enterprise and AI-native accounts through ACE, working closely with AWS field teams
- Support AWS Competency designations and reference program management -- coordinating customer references, evidence collection, and renewal timelines
- Build and maintain enterprise reference narratives (anchor customer stories) used in AWS-facing business cases and exec conversations
- Represent the enterprise motion and funding discussions, providing pipeline data and account-level detail to support investment asks to AWS
- Partner with sales leadership to identify strategic enterprise accounts where AWS co-sell can accelerate deals
- Work with product and product marketing to keep the enterprise/AI product narrative current for AWS SAs and account teams
Требования
- 4-6+ years in partnerships, alliances, or enterprise business development, ideally with direct AWS or hyperscaler experience
- Experience working with enterprise AWS account teams and understanding of enterprise sales cycles and co-sell mechanics (ACE)
- Comfortable operating at both the tactical level (reference coordination, Competency evidence) and the strategic level (exec narrative, funding asks)
- Strong cross-functional collaborator -- this role touches sales, product marketing, and executive stakeholders regularly
- Familiarity with AWS Partner Central, Competency programs, or Marketplace private offers a plus
- Experience with AI/ML workloads or AI-native customer segments is a strong plus
Условия
- Fully Remote We hire globally. We believe you can do your best work from anywhere. There are no offices, but we provide a WeWork membership or co-working allowance you can use anywhere in the world.
- ESOP Every team member receives ESOP (equity ownership) in the company. We want everyone to share in the upside of what we’re building together.
- Tech Allowance Use this budget to set up your ideal work environment—laptop, monitor, headphones, or whatever helps you do your best work.
- Health Benefits covers 100% of health insurance for employees and 80% for dependents, wherever you are. Your wellbeing and your family’s health are important to us.
- Annual Off-Sites Once a year, the entire company gathers in a new city for a week of connection, collaboration, and fun. It’s a highlight of our year.
- Flexible Work We operate asynchronously and trust you to manage your own time. You know what needs to be done and when.
- Professional Development Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth.
Другое
- is the Postgres development platform, built by developers for developers. We provide a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. All services are deeply integrated and designed for growth.