About the Role:Own the technical proof system for enterprise sales. Build POC playbooks, reference architectures, and competitive frameworks. Drive consistent technical wins. Measure impact on deal velocity, win rate, and proof quality.
Why This Role Exists:- Product surface growth: New launches require repeatable proof plans, architectures, and positioning
- More technical buyers: CTOs and engineers evaluate Vercel against hyperscalers and incumbents with 10-100x the technical sales support systems as Vercel.
- POCs drive deals: Poorly scoped POCs slow or lose deals. Standardized proof increases win rate and speed
If you're based within a pre-determined commuting distance of one of our offices (SF, NY, Austin), the role includes in-office anchor days on Monday, Tuesday, and Friday. If you're located beyond that distance, the role is fully remote. For location-specific details, please connect with our recruiting team.
What You Will Do:Own the Technical Proof System- Build POC playbooks for priority plays: Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI Gateway
- Define success criteria, baseline to target metrics, owners, and weekly readouts
- Create "POC in production" paths where feasible
- Standardize proof artifacts: benchmarks, reference architectures, migration diagrams, security responses
- Partner with Field Engineering to improve POC discipline and consistency
Build Competitive Intelligence- Create architecture-level positioning for Infrastructure and AI platform competitors
- Define "where we win" and "where we do not fit" with technical evidence
- Build persona-specific problem libraries with proof metrics
- Feed win and loss insights into plays and product feedback
Translate Product to Field Readiness- Convert launches into field-ready assets within one sprint: demos, architectures, proof plans, objection handling
- Build AE Technical Fluency Program: architecture, AI infrastructure, consumption models
- Enable AEs to lead technical conversations without SE dependency in early stages
- Feed field insights back to Product and Engineering
Raise the SE Org Floor- Build structured technical discovery playbooks
- Define technical stage gates and required proof artifacts
- Run peer-led deal deconstructions
- Create coaching tools for SE managers: proof quality, scoping, intervention points
Enable AI-Native Technical Selling- Own technical narrative for Agent Platform, AI Gateway, AI SDK, v0
- Build benchmarks, simulations, and reference architectures for AI use cases
- Define migration paths from legacy and hyperscaler systems
- Model AI-native workflows and drive adoption across SE org
What This Role Does Not Own- Direct deal support
- SDR technical training
- Product Marketing strategy
- Generic training coordination
About You:- Distinguished performance as a Solutions Engineer (SE), including experience in complex deals
- Deep technical fluency in architecture, AI infrastructure, and competitor offerings
- Ability to build reference architectures and proof frameworks
- Systems thinker who builds scalable programs
- Builder mindset. Ships v1 and iterates
- Cross-functional credibility across Sales, Product, Engineering
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. Your recruiter can share more details during the hiring process.
