Scaled Commercial Account Executive, Install base

Summary

Vercel is an agentic infrastructure company that helps builders ship and run software with speed, security, and strong developer experience. The Scaled Commercial Account Executive will manage a portfolio of existing customers, retaining and growing revenue through renewals, expansion, pipeline generation, negotiations, and data-informed customer engagement.

Responsibilities

• Own the commercial relationship for a portfolio of existing Vercel customers
• Manage the renewal process from early preparation through negotiation and close, protecting recurring revenue and identifying risk before it threatens the relationship
• Build expansion pipeline by prospecting within existing accounts, reaching new stakeholders, developing champions, and uncovering new teams, applications, and workloads
• Run discovery, demonstrations, commercial conversations, and negotiations across a range of renewal and expansion opportunities
• Use customer signals, product usage, account data, and business context to prioritize the right action across a large portfolio
• Re-engage customers with limited activity or unclear growth indicators and develop hypotheses for how Vercel can create additional value
• Build relationships with developers, engineering leaders, product teams, procurement partners, and business stakeholders
• Partner with Solutions Architects, Developer Support, Customer Success, Product, and other internal teams to help customers achieve meaningful outcomes
• Maintain accurate account plans, opportunity details, forecasts, renewal timelines, and next steps in Vercel’s systems
• Use automation, AI, and repeatable workflows to operate efficiently and deliver thoughtful customer engagement at scale
• Share what you learn and help the team develop scalable plays for renewals, risk mitigation, customer re-engagement, and expansion
• Develop the technical and commercial skills required to grow into increasingly complex accounts and sales opportunities

Skills

• You might be a great fit if you have developed your skills through an SDR or BDR role, renewals, account management, customer success, sales, or another customer-facing position
• Is motivated by owning a revenue target and being accountable for measurable outcomes
• Has experience generating pipeline through thoughtful, personalized outreach
• Can manage a high volume of accounts, priorities, and deadlines without losing attention to detail
• Is comfortable initiating conversations, asking direct questions, and creating momentum where little currently exists
• Learns complex technical products quickly and is curious about how modern web applications and AI products are built
• Can connect customer needs to business value and communicate clearly with both technical and non-technical stakeholders
• Demonstrates sound judgment about where to spend time and when to ask for support
• Is organized, reliable, and disciplined in managing opportunities, renewals, forecasts, and follow-up
• Is coachable and actively seeks feedback as a way to improve
• Brings a team-first mindset, low ego, and a willingness to contribute wherever needed
• Acts proactively and does not wait to be told what needs attention
• Is resilient, resourceful, and energized by working through accounts where the path to growth may not be immediately obvious
• You do not need to arrive as an expert in Vercel or web infrastructure. You do need to be excited to learn, willing to go deep, and able to translate that learning into better customer conversations
• Have experience as an SDR or BDR in a technical, developer-focused, cloud, infrastructure, or product-led growth company
• Have owned renewals, expansion opportunities, or a revenue target
• Have experience progressing and closing smaller commercial opportunities
• Have worked with developers, engineering leaders, product teams, or other technical buyers
• Have experience using tools such as Salesforce, Outreach, Gong, LinkedIn Sales Navigator, or ZoomInfo
• Experiment with AI, automation, or self-built workflows to improve how you work
• Aspire to grow into larger accounts, more complex sales cycles, or future leadership opportunities

Qualifications

Must Haves

• You might be a great fit if you have developed your skills through an SDR or BDR role, renewals, account management, customer success, sales, or another customer-facing position
• Is motivated by owning a revenue target and being accountable for measurable outcomes
• Has experience generating pipeline through thoughtful, personalized outreach
• Can manage a high volume of accounts, priorities, and deadlines without losing attention to detail
• Is comfortable initiating conversations, asking direct questions, and creating momentum where little currently exists
• Learns complex technical products quickly and is curious about how modern web applications and AI products are built
• Can connect customer needs to business value and communicate clearly with both technical and non-technical stakeholders
• Demonstrates sound judgment about where to spend time and when to ask for support
• Is organized, reliable, and disciplined in managing opportunities, renewals, forecasts, and follow-up
• Is coachable and actively seeks feedback as a way to improve
• Brings a team-first mindset, low ego, and a willingness to contribute wherever needed
• Acts proactively and does not wait to be told what needs attention
• Is resilient, resourceful, and energized by working through accounts where the path to growth may not be immediately obvious
• You do not need to arrive as an expert in Vercel or web infrastructure. You do need to be excited to learn, willing to go deep, and able to translate that learning into better customer conversations

Nice to Haves

• Have experience as an SDR or BDR in a technical, developer-focused, cloud, infrastructure, or product-led growth company
• Have owned renewals, expansion opportunities, or a revenue target
• Have experience progressing and closing smaller commercial opportunities
• Have worked with developers, engineering leaders, product teams, or other technical buyers
• Have experience using tools such as Salesforce, Outreach, Gong, LinkedIn Sales Navigator, or ZoomInfo
• Experiment with AI, automation, or self-built workflows to improve how you work
• Aspire to grow into larger accounts, more complex sales cycles, or future leadership opportunities

Benefits

• Equity.
• Inclusive Healthcare Package.
• Mentorship and attendance at events that help you build your network and skills.
• Flexible Time Off.
• Company-provided gear needed for the role and a WFH budget to outfit your space as needed.
• If you're located beyond the predetermined commuting distance of one of the offices, the role is fully remote.
• Eligibility for a company bonus or variable pay program depending on the role.