Scaled Commercial Account Executive, Install Base

Responsibilities

• Own the commercial relationship for a portfolio of existing Vercel customers.
• Manage renewals from preparation through negotiation and close, protecting recurring revenue and identifying risks.
• Build expansion pipeline within existing accounts by reaching new stakeholders, developing champions, and uncovering new teams, applications, and workloads.
• Run discovery, demonstrations, commercial conversations, and negotiations across renewal and expansion opportunities.
• Use customer signals, product usage, account data, and business context to prioritize actions across a large portfolio.
• Re-engage customers with limited activity or unclear growth indicators and identify ways Vercel can create additional value.
• Build relationships with developers, engineering leaders, product teams, procurement partners, and business stakeholders.
• Partner with Solutions Architects, Developer Support, Customer Success, Product, and other internal teams to help customers achieve meaningful outcomes.
• Maintain accurate account plans, opportunity details, forecasts, renewal timelines, and next steps in Vercel’s systems.
• Use automation, AI, and repeatable workflows to operate efficiently and engage customers at scale.
• Share learnings and help develop scalable plays for renewals, risk mitigation, re-engagement, and expansion.
• Develop the technical and commercial skills needed to grow into increasingly complex accounts and sales opportunities.

Requirements

• Experience in an SDR or BDR role, renewals, account management, customer success, sales, or another customer-facing position.
• Motivation to own a revenue target and accountability for measurable outcomes.
• Experience generating pipeline through thoughtful, personalized outreach.
• Ability to manage a high volume of accounts, priorities, and deadlines while maintaining attention to detail.
• Comfort initiating conversations, asking direct questions, and creating momentum.
• Ability to learn complex technical products quickly and curiosity about modern web applications and AI products.
• Ability to connect customer needs to business value and communicate with technical and non-technical stakeholders.
• Sound judgment, organization, reliability, and discipline in managing opportunities, renewals, forecasts, and follow-up.
• Coachability, proactive ownership, resilience, resourcefulness, and a team-first mindset.

Nice-to-haves

• Experience as an SDR or BDR in a technical, developer-focused, cloud, infrastructure, or product-led growth company.
• Ownership of renewals, expansion opportunities, or a revenue target.
• Experience progressing and closing smaller commercial opportunities.
• Experience working with developers, engineering leaders, product teams, or other technical buyers.
• Experience using Salesforce, Outreach, Gong, LinkedIn Sales Navigator, or ZoomInfo.
• Experience using AI, automation, or self-built workflows to improve productivity.
• Interest in growing into larger accounts, more complex sales cycles, or leadership opportunities.

Compensation and Benefits

• San Francisco, CA base pay range: $174,000–$221,000 OTE.
• Compensation outside San Francisco may be adjusted based on employee location.
• Competitive compensation package, including equity.
• Inclusive healthcare package.
• Mentorship and professional development opportunities.
• Flexible time off.
• Company-provided equipment and a work-from-home budget.