Senior Account Executive , North America, Fulfilled By Merchant Business Development

Amazon is seeking a dynamic and motivated Senior Account Executive for our Selling Partner Services team (sell.amazon.com), supporting the North America Fulfilled by Merchant (FBM) organization. This role is chartered with building and managing a pipeline of high-value seller accounts and executing consultative sales and account management strategies that deliver results against bold growth goals.

You will own the full engagement lifecycle for strategic sellers who fulfill orders from their own warehouses, helping them adopt Amazon's automation tools and Amazon-managed fulfillment solutions. The core of the work is diagnostic and solutions-focused: analyzing a seller's shipping and delivery performance, identifying the gaps that slow their delivery promises, and guiding them to changes that shorten click-to-delivery times, protect their account health, and unlock incremental sales.

Success in this role means building trusted relationships with key decision-makers inside seller organizations, partnering with internal stakeholders and cross-functional teams (product, tech, and program), and translating seller pain points into compelling, data-backed recommendations. You will operate with a high degree of autonomy in an ambiguous, fast-moving space and act as a voice of the seller back into Amazon.

The ideal candidate brings 5+ years of successful B2B sales or account management experience, preferably in e-commerce, logistics, retail technology, supply chain, or SaaS. Demonstrated success exceeding targets through a consultative, data-driven approach is required, and experience selling nascent products or services into new markets is a strong plus. Candidates must have excellent communication and presentation skills, be comfortable working with data in Excel to build a narrative, thrive in ambiguity, and bring a genuine passion for continuous improvement through collaboration. A bachelor's degree is required.

Key job responsibilities

• Drive a portfolio of high-value seller accounts end to end, from identification and outreach through adoption and launch, consistently surpassing ambitious revenue and adoption targets.
• Influence senior decision-makers within seller organizations, establishing yourself as the strategic authority on fulfillment and delivery performance.
• Diagnose complex shipping and delivery gaps through rigorous data analysis, uncovering root causes that others miss.
• Architect and sell tailored solutions using automation tools and Amazon-managed fulfillment, tying every recommendation to measurable business impact such as faster delivery promises, stronger account health, and incremental sales.
• Lead cross-functional partners across product, tech, and program to break down barriers and accelerate results.
• Champion the voice of the seller, surfacing recurring pain points and opportunities to shape product and program roadmaps.
• Own pipeline accuracy and forecasting in Salesforce, using data to prioritize effort and report on results.
• Operate with a high degree of autonomy in an ambiguous, fast-moving environment, and continuously refine your approach through experimentation and collaboration.

A day in the life
No two days look the same, and that's by design. You own your book of business, so where you invest your time is a strategic decision, not a checklist.

You might open the day inside a seller's shipping data, spotting a pattern in their delivery promises that's quietly costing them sales, then shaping that insight into a recommendation they can't ignore. By midday you're leading a consultative conversation with senior seller leadership, reframing how they think about fulfillment and earning their commitment to change.

In the afternoon you partner with a product team to escalate a pain point you've diagnosed across multiple accounts, influencing the roadmap with evidence, not opinion. Throughout, you're deciding where to go deep and where to move on.

You thrive in ambiguity, make judgment calls without a playbook, and are measured not by activity, but by the outcomes you drive and the trust you build.

About the team
We are the North America Strategic MFN (Merchant Fulfilled Network) team, part of Selling Partner Services. We partner with sellers who fulfill orders from their own warehouses, helping them use Amazon's automation tools and Amazon-managed fulfillment solutions to deliver faster, protect their account health, and grow their business.

We work in a fast-moving, ambiguous space where the playbook is still being written, which means the ideas you bring genuinely shape how the program evolves. We value diverse perspectives, learning through experimentation, and supporting each other. We take our work seriously, and we take care of each other while we do it.

Basic qualifications

• Bachelor's degree or equivalent
• 7+ years of B2B or enterprise sales with a focus on hunting new business experience
• Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
• Experience with Microsoft Office products and applications
• Experience with sales CRM tools such as Salesforce or similar software

Preferred qualifications

• Experience positioning and selling innovative solutions to new and existing customers and market segments
• Experience in e-commerce (sales or marketing)
• Experience communicating clearly and concisely with leadership, stakeholders, and cross-functional teams
• Experience building cross-functional partnerships and influencing stakeholders across the organization to act without having a direct reporting relationship
• Experience in e-commerce, logistics, supply chain, retail technology, or SaaS.
• Track record of thriving in ambiguity and translating incomplete information into clear, decisive action.

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 and restricted stock units (RSUs). 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 - 113,100.00 - 160,000.00 USD annually
USA, WA, Seattle - 113,100.00 - 160,000.00 USD annually