Install Base Manager, Startups
Core
Build, coach, and scale a team of Startup Account Executives to grow and scale Vercel's largest and fastest-growing startup customers, acting as a strategic partner through their hypergrowth.
Role type
Senior IC sales leader (player-coach)
Builds
Vercel's platform and Agent Stack for startup customers
Domain
SaaS / Developer Infrastructure / AI-native products
Required skills
SaaS sales leadership, team hiring and coaching, full-cycle selling, outbound pipeline generation, POC execution, commercial negotiation, account strategy, usage-based pricing, cross-functional collaboration
Preferred skills
Developer tools sales, infrastructure sales, AI/ML product sales, multi-product adoption, consumption pricing models
Technologies
Vercel platform, Agent Stack
Responsibilities
Recruit and onboard high-performing Account Executives; Coach and mentor reps on deal strategy and customer relationships; Join calls and co-own deals from outreach to close; Generate outbound expansion pipeline using usage signals; Drive new product adoption and run POCs; Negotiate and close upsell and cross-sell deals; Build strategic relationships with founders and technical buyers; Design consumption-based sales playbooks; Partner with Solutions Architects, Product, and Marketing teams; Use data to prioritize accounts and forecast revenue.
Seniority
Senior, hands-on IC