Commercial Account Executive, Install Base

What You Will Do

• 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.

About You

We are looking for a commercially driven Account Executive who combines strong sales fundamentals with technical curiosity and a commitment to customer outcomes. In practice, this looks like someone who:

• 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.

Bonus If You

• 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.

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.