Account Executive - Nonprofits, AWS Nonprofits

Help nonprofit organizations accelerate their mission by connecting innovative cloud and AI solutions with the unique challenges nonprofits face. As a Named Account Executive on the AWS Charities Nonprofit team, you'll be a strategic partner who goes beyond traditional sales — helping charities, foundations, and social-impact organizations unlock their potential through generative AI, data and analytics, application modernization, and cloud-first strategies.

Your portfolio includes organizations like disaster relief agencies, food banks, faith-based charities, global development NGOs, community foundations, and social services providers. You will partner with Executive Directors, Chief Program Officers, VPs of Development, CIOs, and board members who are reimagining how technology serves their mission and amplifies beneficiary outcomes.

This role requires experience in technology sales — ideally in cloud, SaaS, or infrastructure — and a proven track record of building pipeline and closing complex, multi-stakeholder deals. With your consultative approach and understanding of how technology amplifies mission outcomes, you will act as a strategic partner to nonprofit leaders: educating them on AWS capabilities, building business cases that resonate with budget-constrained environments, and identifying opportunities across cloud migration, modernization, and AI/ML adoption.

Key job responsibilities
Drive revenue growth across a named portfolio of charity, foundation, and social-impact accounts, owning the full sales cycle from prospecting to close

Build and execute strategic account plans that deepen existing AWS relationships and align new solutions to mission outcomes, grant cycles, and board-approval timelines

Grow pipeline through account expansion, whitespace identification, partner referrals, AWS programs (e.g., Cloud Credits for Nonprofits), and industry event engagement

Engage Executive Directors, Chief Program Officers, CIOs, and board-level stakeholders with a consultative, education-first approach that earns trust before asking for commitment

Navigate multi-funder procurement environments — building business cases that map to grant funding, corporate sponsorships, AWS credits, and operational budgets

Identify and qualify opportunities across cloud migration, application modernization, data/analytics, and generative AI adoption

Partner with Solutions Architects to scope technical solutions, deliver proofs of concept, and validate architectures for resource-constrained IT environments

Collaborate with Partner Managers and AWS Nonprofit Specialists to assemble the right pursuit teams for complex, multi-stakeholder deals

Accurately forecast revenue and manage pipeline hygiene through weekly deal inspection and MEDDPICC qualification rigor

A day in the life
No two days are the same in this role. You might start the morning preparing a cloud migration business case for a national food bank's board presentation, then pivot to a discovery call with a faith-based organization exploring how generative AI can scale their donor engagement. After lunch, you're collaborating with a Solutions Architect on a proof-of-concept for a disaster relief agency that needs real-time data analytics during crisis response — then closing the day with a pipeline review, updating your forecast and identifying which deals need executive sponsorship to move forward.

You'll balance strategic account planning with tactical deal execution. Some weeks are heavy on relationship-building (attending nonprofit conferences, hosting executive roundtables, connecting with partner ecosystem contacts). Other weeks are about closing — navigating procurement committees, aligning multiple funding sources, and getting contracts across the finish line before grant deadlines expire.

This role requires comfort with ambiguity. Charity organizations often have lean IT teams, complex funding structures, and consensus-driven decision-making. Your ability to simplify the complex, build trust with non-technical executives, and maintain momentum across long sales cycles will define your success.

About the team
The AWS Charities Nonprofit team is part of the Worldwide Public Sector Nonprofit organization. We serve the nation's largest and most impactful charitable organizations — helping them modernize operations, reduce costs, and amplify their mission through cloud technology and AI.

Our team operates with a startup mentality inside a scaled enterprise. We move fast, support each other, and share a genuine passion for the customers we serve. You'll work alongside experienced Account Executives, Solutions Architects, Partner Managers, and Nonprofit Specialists who understand the unique dynamics of selling into mission-driven organizations.

We value diverse perspectives and backgrounds. Many of our team members came from the nonprofit sector, public sector consulting, or social enterprise bringing firsthand understanding of our customers' challenges to every engagement.

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

- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
- Bachelor's degree

Preferred Qualifications

- Knowledge of cloud services such as AWS or equivalent
- Experience establishing credibility quickly with senior level executives across organizations
- Experience in setting up and managing a sales pipeline
- Experience formulating and executing strategies to exceed revenue objectives through the adoption of AWS or equivalent technologies
- Experience selling into nonprofit, public sector, or mission-driven organizations
- Understanding of grant-funded procurement cycles, donor-restricted budgets, and board-approval processes
- Familiarity with nonprofit budget structures (grant-funded, donor-restricted, membership-based revenue models)
- Track record of managing 6+ month sales cycles with multiple decision-makers and consensus-driven buying processes
- Experience Delivering Results by consistent quota attainment with measurable revenue growth year over year

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, VA, Arlington - 92,400.00 - 160,000.00 USD annually