GTM Acceleration Lead, Value Selling

Webhosting; San Francisco, Northern (CA, KY); On-site; USD 189,000 - 231,000; Full time

Job summary

Vercel is hiring a GTM Acceleration Lead to own the system that makes Account Executives in enterprise sales effective. Build repeatable plays, value models, and coaching systems to drive revenue growth.

You will translate product to business value, design end-to-end plays, and build MEDDPICC coaching tools while collaborating with Engineering, Product Marketing, and Finance. This hybrid full-time role anchors days in the office.

Qualifications

• Experience building repeatable sales plays and coaching systems.
• Ability to translate product features into business value and ROI.
• Experience in enterprise sales and cross-functional collaboration.
• Comfort training Account Executives on pricing and packaging.

Responsibilities

• Translate Product to Business Value by mapping features to outcomes for executive buyers.
• Design end-to-end sales plays and integrate with planning and deal reviews.
• Build deal sizing and value frameworks for consumption selling.
• Create MEDDPICC coaching tools and run win/loss analyses.

Skills

ROI modeling

Pricing & packaging

Sales enablement

MEDDPICC

Tools

Gong analysis

Job description

Hybrid Full-time Senior Operations

Job Description

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:

Vercel is hiring a GTM Acceleration Lead to own the system that makes Account Executives (AEs) effective in enterprise sales. Build repeatable plays, business value models, and coaching systems. Drive consistent deal creation, progression, and wins. Measure impact on revenue, not content created or trainings delivered.

Why This Role Exists:

• Need for repeatability:Replace hero selling with a system that scales across the AE org
• Product surface growth:Translate new launches into field-ready value narratives within one sprint
• Shift to consumption pricing:AEs must size, position, and defend Flex Commit deals with finance buyers

The role includes in-office anchor days on Monday, Tuesday, and Friday out of one of our offices (SF, NYC, Austin).

What You Will Do:

Translate Product to Business Value

• Map features to outcomes by persona: CTO, VP Engineering, CFO, line of business
• Build discovery playbooks with questions, proof plans, and competitive positioning
• Create ROI models and business cases with quantified impact
• Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections

Build Sales Plays

• Design end-to-end plays: buyer, trigger, problem, proof, value, close
• Ship v1, test in live deals, iterate from win/loss data and Gong analysis
• Integrate with planning, pipeline reviews, and deal reviews

Prepare for Consumption Selling

• Build deal sizing for year one consumption using usage models
• Ensure pre-sales work supports post-sale activation
• Create value realization frameworks from first call through expansion

Bridge Engineering, Product, and Sales

• Convert launches into field-ready assets within days
• Build training with Field Engineering and Product Marketing
• Feed field insights to Product and Engineering
• Maintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platforms

Build Coaching Systems

• Create MEDDPICC coaching tools for managers
• Run win/loss analysis for enterprise deals
• Use leading indicators: stage conversion, time in stage, POC velocity, multithreading

What This Role Does Not Own

• Sales operations and CRM workflows
• Generic training coordination

Bonus If You:

The San Francisco, CA base pay range for this role is $189,000 - $231,000. 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.

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.