Account Executive, Majors
Owns net-new revenue and platform expansion across named major ANZ enterprise accounts, leading complex, partner-influenced SaaS sales cycles. The role requires 5–10+ years of enterprise SaaS experience, major-account deal success, technical fluency, and strong executive selling skills.
About the job
Responsibilities
- Build and execute multi-year account plans across a curated set of named major accounts, incorporating hyperscalers, systems integrators, and agency partners.
- Drive net-new revenue through outbound ownership, rigorous discovery, executive alignment, and multi-threaded deal execution across engineering, product, procurement, legal, and the C-suite.
- Translate Vercel’s platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation as measurable operational levers.
- Own complex commercial negotiations and establish Vercel as a long-term strategic infrastructure partner embedded in customers’ web and AI transformation roadmaps.
Requirements
- 5–10+ years of experience in enterprise SaaS, with a demonstrated record of closing six- and seven-figure deals in major or strategic accounts.
- Experience in partner-influenced or co-sell motions, including activating hyperscaler or SI/ISV relationships to open doors and accelerate deals.
- Fluency in English and local languages required for the relevant territory.
- Ability to discuss architecture with a CTO and total cost of ownership with a CFO.
- Disciplined account planning, executive relationship building, and sequencing of complex accounts for long-term revenue.
- Fluency in MEDDPICC and rigor with forecast hygiene and CRM discipline.
- Ability to hold credible, technically grounded conversations with senior engineering and product leadership.
- Value-selling approach focused on business outcomes and customer pain rather than feature lists.
Nice-to-haves
- Background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML.
- Existing relationships at AWS, Google Cloud, Microsoft Azure, or major SI/ISV players active in the ANZ market.
- Experience navigating ELAs, global framework agreements, or enterprise procurement in regulated industries.
- Experience selling to media, retail, financial services, or digital-native companies.
Compensation and Benefits
- Australia-based pay range: 388,000–524,000 AUD OTE.
- Competitive compensation package, including equity.
- Inclusive healthcare package.
- Mentorship and event opportunities for learning and networking.
- Flexible time off.
- Company-provided equipment and a work-from-home budget.
Skills
Enterprise Saas, Account Planning, MEDDPICC, CRM, Cloud Platforms, AWS, GCP, Microsoft Azure, AI/ML, Web Infrastructure, Enterprise Procurement, Executive Selling
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