GTM Acceleration Lead, Value Selling

What You Will Do

Translate Product to Business Value

• Map features to outcomes by persona: CTO, VP Engineering, CFO, line of business
• Build discovery playbooks with questions, proof plans, and competitive positioning
• Create ROI models and business cases with quantified impact
• Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections

Build Sales Plays

• Design end-to-end plays: buyer, trigger, problem, proof, value, close
• Sample plays: Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI Gateway
• Ship v1, test in live deals, iterate from win/loss data and Gong analysis
• Integrate with planning, pipeline reviews, and deal reviews

Prepare for Consumption Selling

• Build deal sizing for year one consumption using usage models
• Ensure pre-sales work supports post-sale activation
• Create value realization frameworks from first call through expansion

Bridge Engineering, Product, and Sales

• Convert launches into field-ready assets within days
• Build training with Field Engineering and Product Marketing
• Feed field insights to Product and Engineering
• Maintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platforms

Build Coaching Systems

• Create MEDDPICC coaching tools for managers
• Enforce stage-gate discipline across pipeline
• Run win/loss analysis for enterprise deals
• Use leading indicators: stage conversion, time in stage, POC velocity, multithreading

About You

• Enterprise AE experience with deals over $100K
• Technical fluency in architecture and AI infrastructure
• Ability to build ROI models and teach value selling
• Systems thinker who builds scalable programs
• Builder mindset. Ships v1 and iterates
• Cross-functional credibility across Sales, Product, Engineering, Marketing
• Force Management (or equivalent) certified

Bonus If You

• Developer tools or infrastructure sales experience
• MEDDPICC or similar methodology
• Consumption pricing experience
• Proven impact on revenue metrics
• Deeply AI pilled, already uses AI to level up others not just self

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 base pay range for this role is $189,000 - $231,000. 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.