About the Role:We're looking for an experienced and hands-on Sales Leader to build, coach, and scale a team focused on retaining, expanding, and growing our install base of commercial customers on Vercel. You'll be a coach who not only leads, hires, mentors, and develops top talent, but also rolls up your sleeves to work deals alongside the team. This leader will be instrumental in helping customers deepen their adoption of our platform, expand into new use cases, and realize the full value of Vercel.
This role is hybrid. If you're based within a pre-determined commuting distance of one of our offices (SF, NY, London, or Berlin), the role includes in-office anchor days on Monday, Tuesday, and Friday.
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.
The San Francisco, CA OTE pay range for this role is $270,000-$360,000. 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.
