Early AWS account executives only earned commissions after customers consumed cloud services
Teresa Carlson · How AWS Sold Cloud to the CIA – Teresa Carlson GCI · Sourcery with Molly O'Shea · May 11, 2026 · at 20:02
Teresa Carlson describes structuring compensation and sales hiring at AWS's public sector division around actual cloud consumption rather than signed contracts.
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“They had to have a spirit of more consultative account management and sales. They had to delight the customer. They had to love that customer's Mission and had to go in because they wouldn't get anything on top of their salary until the customer started using the tool.”
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