Amazon Web Services (AWS) SMB Account Executive Salaryin Australia

The average base salary for an SMB Account Executive at Amazon Web Services ranges from $85,000 to $170,000 with total on-target earnings (OTE) typically between $145,000 and $275,000. These compensation ranges vary based on experience, location, and specific territory assignment.

Amazon Web Services SMB Account Executives are paid on a 54/46 base-to-variable split. The variable compensation is primarily tied typical sales performance metrics like bookings, revenue, deals closed, or annual recurring revenue. Typically accelerators will kick in after achieving 100% quota attainment.

Assuming the median OTE of $220,000, Amazon Web Services Account Executives typically earn between $67,200 and $117,600 in variable compensation annually. The 68% of Account Executives who hit or exceed quota earn at least $112,000, while those who don't attain quota earn less based on their performance. With an average deal size of $88,000, SMB reps at Amazon Web Services need to close approximately 13 deals annually to hit their estimated quota of $1,100,000.

Top performer earnings for SMB Account Executives at Amazon Web Services ranged between $300,000 and $600,000. These high achievers typically exceed quota by 120% to 370%, benefiting from accelerators that increase commission rates after quota attainment. The highest reported total compensation for this role last year was $750,000.

Amazon Web Services SMB Account Executive base salary is approximately 3% higher than at Microsoft, averaging $108,000 compared to $105,000. In terms of total on-target earnings (OTE), Amazon Web Services offers approximately 10% more, with an average OTE of $220,000 versus $200,000 at Microsoft. The quota attainment rate is more favorable at Amazon Web Services, with 68% of representatives hitting targets compared to 24% at Microsoft.

The median base salary for SMB Account Executive at Amazon Web Services is $108,000 per year, which is 7% lower than the median base salary of the global salary role.

68% of SMB Account Executives at Amazon Web Services hit or exceed their quota, which is approximately 66% higher than the Software industry average of 41% for similar roles.

We estimate the typical annual quota for Amazon Web Services SMB Account Executives is approximately $1,100,000 which follows the common industry standard of roughly 5x on-target earnings (OTE).

The quota attainment rate is more favorable at Amazon Web Services, with 68% of representatives hitting targets compared to the broader Data & AI Software vertical at 49%.

Related job titles for SMB Account Executive at Amazon Web Services include Associate Account Executive.

Based on publicly available data, SMB Account Executives at Amazon Web Services are located in Austin, TX; Chicago, IL; and Miami, FL.

Reps at Amazon Web Services usually start as an SMB Account Executive ( $95k base / $145k OTE) for 12–18 months, then progress to Commercial / Mid-Market Account Executive ($115k base / $230k OTE) for another 18–24 months before advancing to Enterprise Account Manager ($140k base / $270k OTE) after roughly 3–5 years total closing experience.

Amazon Web Services operates in the Data & AI software vertical. AWS sits at the intersection of Cloud Infrastructure, Data & AI, and Application Platform services. SMB AEs target CTOs, CIOs, VP-Engineering/DevOps leaders, Head of Data/AI, and IT Directors inside fast-growing tech firms and digital-first SMBs that need scalable compute, analytics, and generative-AI building blocks.

SMB AEs sell the AWS cloud stack—from core compute (EC2, Lambda) and storage (S3) to managed databases (RDS, DynamoDB), analytics (Redshift, Athena), and AI services (Bedrock, SageMaker). The unique selling proposition is breadth plus pay-as-you-go scale: 240+ fully featured services delivered in minutes, under a single contract, with on-demand pricing that lets smaller firms tap the same infrastructure trusted by the Fortune 500 without large up-front costs.

20% of Account Executives at Amazon Web Services work fully remote with no office requirement. 40% work in a hybrid arrangement, typically requiring 2–3 days in office per week, and 40% work primarily in-office (4+ days per week).

SMB Account executives at Amazon Web Services report that they typically achieve 37% of their quota through new logo acquisition and 63% through existing customer expansion and upsell opportunities.