# GTM Acceleration Lead, Value Selling

**Company:** [Vercel](https://hotfix.jobs/companies/vercel)
**Location:** San Francisco, CA, New York, NY, Austin, TX
**Role:** Sales Enablement
**Salary:** $189k – $231k/yr
**Experience:** 5+ years
**Skills:** value selling, roi models, MEDDPICC, Enterprise Sales, consumption pricing, AI Infrastructure, competitive positioning, discovery playbooks, sales coaching, gong analysis
**Posted:** 2026-07-29

> Own the GTM system that scales value selling for enterprise AEs at Vercel. Build ROI models, sales plays, discovery playbooks, consumption pricing frameworks, coaching tools, and bridge Product/Engineering insights to drive repeatable revenue impact.

## Job Description

## 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.

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