Account Executive, Startups & Digital Natives (AI & Cloud)

Account Executive, Startups & Digital Natives (AI & Cloud)

Microsoft believes Digital Natives are building the next wave of innovation-and the next $100B business. From e-commerce and fintech to gaming and Artificial Intelligence (AI), startups are redefining how we live and work. With the Microsoft Cloud, our mission is to empower every Startup and Unicorn to innovate, scale, and thrive through our ecosystem of customers, developers, partners, and investors.

As a member of the Digital Natives Startups Team, you will discover, connect, and grow sales relationships with the most promising software startups. You'll help founders and leaders as they build products, achieve product-market fit, and accelerate growth on the Microsoft Cloud and AI platform.

This is a unique chance to join one of Microsoft's fastest-growing businesses, operating with startup agility and high-performance ambition, backed by senior leadership commitment and investment.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

In this role, you will :

• Lead and coordinate the One Microsoft team to drive startup success and adoption of Azure and AI.
• Build trusted relationships with a strategic portfolio of high-potential startups, serving as their main point of contact.
• Orchestrate technical, business, and partner resources across Microsoft-from Engineering and Marketing to Finance and Legal-to deliver customer outcomes.
• Execute deals that unlock visibility, competitive growth, and revenue for both the startup and Microsoft.

Growth & Transformation Business Leader and Startup Advocate

Proactively engage with the start-ups to accelerate revenue growth, drive business outcomes, while the goal of helping startups realize their full potential.

Trusted Adviser

Earn and maintain trust with startup founders by understanding their needs and addressing them with the right Microsoft solutions; operating with high empathy for founders to build mutually winning scenarios for startups as well as Microsoft.

Deal Negotiator and Closer

Lead negotiation with existing startups in mid to long-term planning to form a strategically constructed deal. Engage and negotiate internally with key stakeholders (e.g., product, engineering, finance, legal, sales, marketing) to move opportunities forward with.

Coordinate with all necessary internal stakeholders in the deal to assure that the deal is closed successfully and in a compliant manner.

Stakeholder Management

Ensure high potential startups have access to the right resources across Customer Architects, Engineering and Product Groups.

Sales Leader

Ensure each startup has a valuable and strategic relationship with Microsoft; driving business growth and transformation through strategic thinking, sales execution, and influence.

Strategic Thinker and Market Experience

Accountable for identifying growth opportunities with high potential startups leveraging deep domain / industry knowledge to develop creative and innovative solutions for startups to improve optimization and workflow. Proactively demonstrates thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate.

Other

Embody our Culture and Values.

Qualifications

Required / minimum qualifications :

Additional or preferred qualifications :

Account Management IC3 - The typical base pay range for this role across the U.S. is USD $87,000 - $148,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $113,400 - $164,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here.

Microsoft will accept applications for the role until October 24th 2025.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and / or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.