Senior Account Manager - Startup Segment

a21.ai · Bangalore, India

Company Description

a21.ai is a specialized AI firm focused on elevating intelligence through advanced AI and Generative AI solutions across industries. The organization combines AI strategy, engineering, and custom development to help clients design, build, and deploy successful AI projects. With deep expertise in Generative AI and large language models (LLMs), a21.ai delivers end-to-end services including AI advisory, prompt engineering, RAG(E), and security. The company also offers accelerators for data integration and analytics, enabling faster, more reliable implementation of AI-driven solutions. Team members join a fast-evolving environment at the forefront of applied AI innovation.

Role Description

a21.ai is looking for a Senior Accounts Manager - Startups to lead our go-to-market motion across the AWS Startup ecosystem in India.

The person will own a21.ai's strategy for engaging the AWS Startup ecosystem, building relationships with AWS Startup Account Managers (SAMs), Solutions Architects (SAs), Partner Development Managers (PDMs), and other AWS stakeholders , and converting those relationships into a predictable pipeline of AI opportunities for a21.ai.

The ideal candidate understands both startups and enterprise technology , is comfortable speaking with founders and senior AWS stakeholders, and can translate emerging AI capabilities into tangible business opportunities.

You will work closely with a21.ai's founders, solution architects, engineering and delivery teams to identify opportunities, shape AI solution strategies, run customer workshops, and progress opportunities.

Key Responsibilities

• Develop and execute a21.ai’s GTM strategy for the AWS Startup ecosystem.
• Identify priority startup segments, accounts, AI use cases and high-potential opportunities.
• Build relationships with startup founders, CEOs, CTOs and other senior decision-makers.
• Understand business and technology challenges and identify opportunities where AI can deliver measurable value.
• Work with founders, Solution Architects, engineering, product and delivery teams to shape viable AI solutions.
• Ensure effective transition from sales to delivery and feed market insights back into GTM and offerings.
• Build senior relationships with AWS Startup Account Managers (SAMs), Solutions Architects (SAs), Partner Development Managers (PDMs) and other AWS stakeholders.
• Establish regular engagement across priority regions, startup cohorts and AWS programs.
• Position a21.ai as a trusted AI implementation partner for AWS startups.
• Drive qualified customer introductions, co-sell opportunities and joint GTM initiatives including workshops, webinars and events.
• Stay current on AWS startup programs, Marketplace, funding initiatives and AI services.
• Build repeatable GTM plays around GenAI, Agentic AI, RAG, AI automation, enterprise search and other high-value use cases.
• Own the AWS Startup pipeline from introduction through qualification, proposal and closure.
• Identify startups with active AI, product, automation or technology initiatives.
• Work with AWS teams and AMs to qualify opportunities based on business need, urgency, budget and AI readiness.
• Lead discovery, AI workshops and customer discussions with founders and a21.ai’s technical teams.
• Develop solution propositions and support proposals, commercial strategy and negotiations.

Preferred Candidate Profile

Experience

• 3–5 years in business development, strategic partnerships, enterprise technology sales, GTM, account management or ecosystem development.
• Applications from existing AWS Consulting Partners will be preferred
• Experience with startups, cloud platforms, SaaS, AI or technology ecosystems.
• Proven ability to build a segment, territory or partner/channel business and generate revenue.
• Experience hiring and managing sales/account management teams strongly preferred.
• AWS or other major cloud ecosystem experience highly desirable; direct AWS Startup experience is a significant advantage.

AI & Technology

• Strong understanding of Generative AI and Agentic AI and their business applications.
• Working knowledge of LLMs, AI Agents, RAG/GraphRAG, AI automation, enterprise search and AI application development.
• Able to engage credibly with founders, CXOs, AWS SAs and technical teams without needing to be an engineer.

Leadership & Education

• Strategic thinker with a hands-on execution mindset, strong relationship-building, negotiation, presentation and pipeline-management skills.
• High ownership, analytical ability and comfort operating in a fast-paced startup environment.
• Bachelor’s/Master’s in Business, Engineering, Computer Science or related field; MBA is a plus.

Interested candidates should apply on the link below