Manager, Commercial Sales
270k – 360kSan Francisco, CANew York, NYAustin, TXAccount ManagementHybrid5+ YOE
Summary
Sales leader responsible for building, coaching, and scaling a team of Account Executives focused on retaining, expanding, and growing the commercial customer base through upsell and cross-sell motions.
About the role
What You Will Do
- Hire & Build: Recruit, onboard, and ramp a high-performing team of Install Base-focused AEs.
- Coach & Mentor: Provide ongoing coaching, 1:1s, and deal strategy sessions to develop reps into top performers.
- Expansion Strategy: Engage directly with technical buyers, engineering leaders, and business stakeholders to identify expansion opportunities and deepen platform adoption.
- Hands-On Leadership: Roll up your sleeves to join calls, dig into product demos, and co-create expansion motions with your team.
- Pipeline & Execution: Partner closely with team to generate expansion pipeline, advance opportunities, and close upsell and cross-sell business within the existing customer base.
- Collaboration: Work cross-functionally with Customer Success, Marketing, Product, and Solution Engineers to ensure customers get the resources they need to grow and succeed on Vercel.
- Data-Driven Management: Track performance against goals, forecast accurately, and drive continuous improvement in sales execution.
About You
- 5+ years of SaaS sales experience, with at least 2+ years managing Account Executives.
- Experience running install base, expansion, or renewal motions within a commercial or mid-market segment.
- Proven track record of hiring, coaching, and developing high-performing sales teams.
- Hands-on leader who thrives in a player-coach role.
- Comfort leading conversations about AI, data, and technical products (no need to be an engineer, but must be credible with technical buyers).
- Strong deal execution skills with a history of closing six-figure SaaS deals.
- Ability to operate in a fast-paced startup environment, balancing strategy with execution.
Bonus If You
- Experience selling developer tools, AI/ML products, or other technical platforms.
- Prior experience building out an install base or expansion motion from scratch.
- Strong cross-functional instincts — especially with Customer Success and post-sale teams.
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.
- Relocation support for move to SF or NYC.
Skills
SaaS SalesAccount Executive ManagementInstall Base ExpansionRenewal MotionsHiringCoachingDeal ExecutionPipeline ManagementForecastingCross-functional Collaboration
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