Overview
The Digital Natives High Tech Pursuits team at Microsoft is one of the fastest growing and most dynamic groups in the company operating like a startup within a global tech leader. We're a bold, entrepreneurial, and high-performance team that thrives on curiosity, creativity, and collaboration. If you're energized by innovation, passionate about startups, and love working with people who go the extra mile (and have fun doing it), this is the place for you. The Digital Natives Account Executive Role is a high-visibility role with strong executive sponsorship, making it an exceptional steppingstone for your career. You'll work at the intersection of AI innovation and strategic deal-making, engaging with Silicon Valley's most innovative, venture-backed startups building frontier AI solutions.
This is a unique opportunity for a strategic, customer-obsessed sales professional to identify and hunt high-growth startups and ISVs building AI solutions that are transforming industries. You'll lead transformative Microsoft Cloud deals that drive competitive share, public visibility, and revenue growth especially through landmark Azure partnerships.
As a Digital Natives Account Executive, you'll lead transformative Microsoft Cloud deals that shape industries, accelerate innovation, and deliver landmark Azure partnerships. This is a role for professionals who thrive in ambiguity, excel at complex negotiations, and can orchestrate across multiple stakeholders including Deal Desk, Engineering, Marketing, Business Development, Finance, and Legal to deliver impact at scale.
The collective responsibility of the Digital Natives High Tech Pursuits team is to:
Drive landmark Azure partnerships via Microsoft Azure Consumption Commitments (MACCs) with Startups, Unicorns, and High Growth Digital Natives.
Partner across Microsoft to create broad mindshare and new multi-cloud wins. Create coalition of support across Microsoft, orchestrating engagement across all levels including the Senior Leadership Team (SLT).
Influence the market through excellence in engagement, reputation, and delivering broad impact through industry and thought-leadership activities.
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.
Responsibilities
Opportunity Hunter:
You'll lead strategic prospecting efforts to identify and engage high-growth startups landing transformative Azure partnerships through bold outreach, market sensing, and Microsoft Azure Consumption Commitments (MACCs). You'll be the tip of the spear in unlocking innovation and commercial scale.
Strategic Account Leader
Own the customer journey from acquisition to scale by crafting account plans, guiding cloud adoption, and orchestrating cross-functional teams across Engineering, Marketing, and Business Development. You'll build coalitions across Microsoft, including the Senior Leadership Team (SLT), to drive multi-cloud wins and create broad internal mindshare.
High Visibility & Executive Sponsorship
Direct exposure to senior leadership and strategic initiatives that influence Microsoft's position in the startup ecosystem.
Career-Defining Opportunity
Build a track record of landmark deals and thought leadership in AI, a launchpad for future leadership roles.
Collaborative Culture Champion
Thrive in a team-first environment that values curiosity, empathy, and shared success. You'll co-sell with partners, contribute to ideation forums like Digital Win Room (DWR), and celebrate wins through community engagement. We're not just looking for culture "fit"-we hire for culture "add".
Go the Extra Mile
Our team is known for its hustle, heart, and humor. Whether it's rallying around a customer story, jumping into a hackathon, or supporting each other through complex deals, we show up for one another. We value sellers who are organized, proactive, and willing to run complex sales motions with grit and grace.
Market Influencer & Thought Leader
Represent Microsoft at industry events, roundtables, and customer forums. You'll amplify our brand through excellence in engagement, reputation, and storytelling, delivering impact that resonates across the startup ecosystem and positions Microsoft as the cloud partner of choice.
Fun, Engaged, and Purpose-Driven
From virtual 5K challenges to AI volunteering and innovation lounges, our team knows how to work hard and play hard. We celebrate wins, support each other, and build lasting relationships with our customers and each other.
Culture & Values?
Embody and promote Microsoft's? culture ?and? values .?
Qualifications
Required/minimum qualifications
Master's Degree in Business Administration AND 2+ years experience working in an industry (e.g., B2B SaaS, Startups, Venture) and/or driving digital transformation OR Bachelor's Degree in Business, Technology, or related field AND 3+ years experience working in a relevant industry (e.g., B2B SaaS, Startups, Venture) and/or driving digital transformation OR equivalent experience.
Other Requirements
This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship
Additional or preferred qualifications
Master's Degree in Business Administration AND 8+ years experience working in an industry (e.g., B2B SaaS, Startups, Venture) and/or driving digital transformation OR Bachelor's Degree in Business, Technology, or related field AND 3+ years experience working in a relevant industry (e.g., B2B SaaS, Startups, Venture) and/or driving digital transformation OR equivalent experience. .
Account Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 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 $145,600 - $205,600 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations. (https://careers.microsoft.com/v2/global/en/accessibility.html)
