Commercial Account Executive, Install Base Austin, New York City, San Francisco

vercel.com; San Francisco (CA); Sur place; USD 221 000 - 300 000; Plein temps

Avantages offerts par ce poste

Healthcare

Equity included

Mentorship and events

Flexible time off

WFH budget

Résumé du poste

Vercel is seeking an Account Executive for the Commercial Install Base in San Francisco to own and grow a portfolio of existing customers.

You will lead the full commercial relationship across accounts, drive renewals and expansions, and partner with developers, engineering leaders, product teams, and procurement to translate Vercel’s value into measurable outcomes. This is a strategic role within the existing customer base.

Qualifications

• Targets revenue through pipeline management and closing deals.
• Owns and grows relationships with existing customers, including renewals and expansions.
• Proactively builds pipeline rather than relying on inbound demand.
• Develops a point of view on accounts and translates it into customer conversations.
• Builds credibility with technical, executive, and commercial stakeholders.

Responsabilités

• Own the commercial strategy, retention, and growth of a portfolio of existing Vercel customers.
• Build account plans identifying priorities, stakeholders, workloads, risks, whitespace, and expansion opportunities.
• Generate pipeline through proactive prospecting, multi-threading, product usage signals, and research.
• Manage end-to-end renewal and expansion cycles including discovery, evaluation, negotiation, and close.
• Identify customer risk early and develop plans to protect recurring revenue.
• Connect Vercel’s platform to measurable outcomes such as faster delivery and improved reliability.
• Collaborate with Solutions Architects to understand architecture and guide evaluations.

Connaissances

Revenue targets

Pipeline generation

Negotiation

Closing deals

Existing customer management

Account planning

Forecasting

Cross-functional collaboration

Data-driven

Adaptability

Team-first

Outils

Salesforce

Gong

Outreach

LinkedIn Sales Navigator

ZoomInfo

Description du poste

About Vercel:

Vercel is the agentic infrastructure company. We free people and agents to ship what’s next.

For more than a decade, Vercel has shaped how the web is built. As the team behind Next.js, v0, and AI SDK, we create products that help builders move from idea to production with speed, security, and exceptional developer experience.

Now, software is entering a new era, and the next generation of products will not just be used by people. They will be built, extended, and operated by agents.

We are building the platform for that future, trusted by companies likeOpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. Whether you’re building our products, supporting our customers, growing our community, or shaping our story, you’ll help define what comes next.

About the Role:

As an Account Executive on the Commercial Install Base team, you will own and grow a portfolio of existing Vercel customers.

You will lead the full commercial relationship across your accounts, including account strategy, pipeline generation, expansion, renewal, and retention. You will partner with developers, engineering leaders, product teams, executives, and procurement stakeholders to understand what customers are building and connect Vercel to meaningful technical and business outcomes.

This is a strategic hunting role within our existing customer base. You will use product adoption, usage signals, company priorities, and thoughtful account research to develop hypotheses, create new conversations, and uncover expansion opportunities.

You will also quarterback the broader Vercel team, bringing together Solutions Engineering, Developer Success, Product, and other partners to remove barriers and drive customer outcomes.

Success requires commercial judgment, technical curiosity, disciplined execution, and the ability to create momentum when the path forward is not obvious.

What You Will Do:

• Own the commercial strategy, retention, and growth of a portfolio of existing Vercel customers.
• Build account plans that identify customer priorities, key stakeholders, current workloads, risks, whitespace, and expansion opportunities.
• Generate pipeline through proactive prospecting, multi-threading, product usage signals, and thoughtful account research.
• Build trusted relationships with developers, engineering leaders, executives, procurement partners, and other key stakeholders.
• Run end-to-end renewal and expansion cycles, including discovery, qualification, technical evaluation, negotiation, and close.
• Identify customer risk early and develop clear plans to protect recurring revenue.
• Connect Vercel’s platform to measurable outcomes such as faster product delivery, improved performance, stronger reliability, increased conversion, and greater developer productivity.
• Partner with Solutions Architects to understand customer architecture, uncover new workloads, and guide technical evaluations.
• Mobilize Developer Success, Product, Marketing, and executive resources at the right moments to advance customer outcomes.
• Maintain accurate forecasts, opportunity plans, renewal timelines, and customer context in Vercel’s systems.
• Use AI, automation, and repeatable workflows to improve account research, prioritization, and execution.
• Share successful plays, customer insights, and market feedback to help the team improve.

About You:

We are looking for a commercially driven Account Executive who combines strong sales fundamentals with technical curiosity and a commitment to customer outcomes.

In practice, this looks like someone who:

• Has a history of achieving revenue targets through pipeline generation, opportunity management, negotiation, and closing.
• Has experience owning and growing existing customer relationships, including renewals and expansion.
• Proactively creates pipeline rather than relying primarily on inbound demand.
• Can develop a point of view on an account and turn thoughtful hypotheses into customer conversations.
• Builds credibility with technical, executive, and commercial stakeholders.
• Learns complex products quickly and is curious about how modern web and AI applications are built and scaled.
• Can translate technical capabilities into clear business value.
• Is comfortable navigating ambiguity, complex organizations, and multi-stakeholder sales cycles.
• Demonstrates strong account planning, forecasting, and opportunity management discipline.
• Uses data, customer signals, and judgment to prioritize time effectively.
• Is coachable, collaborative, proactive, and team-first.
• Is resilient and energized by complex commercial problems.

Bonus If You:

• Have experience growing existing customers in SaaS, cloud, infrastructure, developer tools, or a product-led growth company.
• Have sold to developers, engineering leaders, product teams, or other technical buyers.
• Have led expansions across multiple workloads, teams, or business units.
• Have worked with customers navigating cloud modernization, AI adoption, or application development.
• Have experience in a high-growth environment where go-to-market motions were still evolving.
• Use tools such as Salesforce, Gong, Outreach, LinkedIn Sales Navigator, or ZoomInfo.
• Use AI, automation, or self-built workflows to improve your effectiveness.
• Aspire to coach others, own increasingly complex accounts, or grow into leadership.

Benefits:

• Competitive compensation package, including equity.
• Inclusive Healthcare Package.
• Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.
• Flexible Time Off.
• We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.

The San Francisco, CA OTE range for this role is $221,000.00 - $300,000.00. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.

Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.