Sales Strategy & Operations, Enterprise

WebHosting; San Francisco (CA); Hybrid; USD 175,000 - 210,000; Full time

Job summary

Vercel in San Francisco/NYC seeks a Sales Operations Lead to act as the operating partner to Majors and Verticals, aligning with sales leaders to own strategy, programs, and cadences that drive growth. The role requires collaboration across Sales, Finance, and GTM Systems and involves designing plays, forecasting rigor, and enabling new reps.

The position is a hybrid role based in the US with in-office three days per week, offering a base pay range and potential bonuses.

Qualifications

• Experience in sales operations, forecasting, and territory planning.
• Ability to partner with Sales Leadership, Finance, and GTM Systems.
• Strong analytical mindset and data-driven decision making.

Responsibilities

• Serve as strategic and operational partner to Majors Sales Leadership, owning the segment's operating rhythm.
• Run core operating cadences: weekly pipeline plan reviews, forecast calls, and monthly/quarterly business reviews.
• Own territory and account planning for the segment: build the thesis behind each book (vertical, regional), run carves and account transitions.
• Design and operationalize sales plays and growth programs with measurable impact.
• Collaborate with GTM Systems, Engineering and Data to ship scalable tooling and AI-driven workflows.
• Lead enablement and change management for new processes and onboarding of new reps and leaders.

Job description

Job Description

About Vercel:

Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience.

Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.

About the role:

At Vercel, the Revenue Operations team plays a critical strategic role in our growth. We empower our GTM teams with the systems, strategy, and insights they need to be successful. By aligning people, processes, and technology across Marketing, Sales, and Field Engineering, we optimize the entire customer journey and build a scalable revenue engine that drives Vercel forward.

We're seeking a Sales Operations Lead to function as the operating partner to our Majors and Verticals sales organization in the US. You'll align directly to our sales leaders and their account executives, owning the strategy, programs, and operating cadences that make the segment successful- from territory design and sales plays to forecasting, quarterly business reviews, and pipeline inspection. You'll partner closely with Sales Leadership, Sales Development, Finance, and GTM Systems to sharpen our segment and vertical strategy, optimize the seller experience, and drive measurable revenue growth across our Majors motions.

This is a high-impact IC role for someone who thrives at the intersection of strategy and execution. Much of the infrastructure is already in place- a homegrown forecasting platform, weekly pipeline plan reviews, strong data foundation- so your job is to run the business on top of it, close the gaps, and define how Vercel scales into new verticals and wins in large enterprise. This is a hybrid role based in San Francisco or New York City, with three days a week in the office.

What you will do:

• Serve as the strategic and operational partner to Majors Sales Leadership- owning the segment's operating rhythm and using pipeline, win-loss, deal velocity, and retention analysis to advise on where and how to grow the business
• Run core operating cadences, including weekly pipeline plan reviews, forecast calls, and monthly and quarterly business reviews- defining the metrics the team manages to, driving forecast rigor and pipeline health in our forecasting platform and Salesforce, surfacing renewal risk and upside early, and holding the team accountable on follow-through
• Own territory and account planning for the segment: build the thesis behind each book (vertical, regional, or play-aligned), run carves and account transitions, manage rules of engagement between teams, and partner with Finance and Sales Leadership on capacity modeling, target setting, and annual planning
• Design and operationalize sales plays and growth programs: sizing the addressable market, defining the motion, equipping the field with insights, and measuring what works
• Partner with Sales Development on account prioritization, outbound programs, and crediting processes that accelerate Majors pipeline
• Collaborate with GTM Systems, Engineering and Data to ship scalable tooling, automation, and AI-driven workflows (e.g. account prioritization agents, automated carves, deal and call insights) that remove manual work from sellers and leaders
• Lead enablement and change management for new processes, operating changes, and planning rollouts affecting the Majors teams- and own the operational onboarding of new reps and leaders, from book assignment and tooling to how we run the business

The San Francisco, CA base pay range for this role is $175,000-$210,000. 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.

• Equal Opportunity: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.