Commercial Account Executive, Install Base at Vercel in Hybrid - San Francisco, New York City, Austin

Job description

• 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.

Responsibilities

• 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.

Requirements

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

Skills

Required

• Sales fundamentals
• Pipeline generation
• Opportunity management
• Negotiation
• Closing
• Account planning
• Forecasting
• Technical curiosity
• Multi-stakeholder sales cycles
• Data-driven prioritization
• Coachability
• Collaboration

Preferred

• Selling to technical buyers
• High-growth environment experience
• AI, automation, or self-built workflows
• Coaching and leadership aspirations

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.