290K–330K USD / year
Install Base Manager, Startups
SalesHybrid — San Francisco, New York City, Austin
Published on 2026-11-04
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About this role
Lead and grow a team of Startup Account Executives managing Vercel’s largest and fastest-growing startup customers. Drive customer adoption, expansion, renewals, and enterprise-grade commercial partnerships while developing repeatable consumption-based sales playbooks.
About the company
Vercel is a platform designed to enhance the frontend development experience, enabling developers to build, deploy, and host modern web applications efficiently. They serve a range of clients, focusing on startups and enterprises across various industries.
The team
Vercel Startups Install Base team
Stack
Vercel platformAgent Stack
What you'll do
- Hire, onboard, coach, and develop Startup Account Executives.
- Work hands-on with the team on sales calls, product demos, deal strategy, and closing.
- Generate expansion pipeline using customer usage and growth signals.
- Drive adoption of new products, including scoping use cases and supporting proofs of concept.
- Negotiate and close upsell, cross-sell, and multi-year commit deals.
- Own account strategy, net revenue retention, and renewals.
- Develop consumption-based sales playbooks and collaborate with cross-functional teams.
- Use data to prioritize accounts, forecast, and improve execution.
What we're looking for
- 5+ years of SaaS sales experience, ideally in mid-market or high-growth segments.
- 2+ years managing Account Executives.
- Full-cycle sales experience, including outbound pipeline generation, proofs of concept, and multi-threaded deals.
- Track record of closing complex six-figure-plus SaaS deals.
- Experience hiring, coaching, and developing high-performing sales teams.
- Hands-on player-coach comfortable with technical products and conversations about AI and infrastructure.
- Able to balance strategic planning with execution in a fast-paced environment.
Nice to have
- Experience selling developer tools, infrastructure, or AI/ML products to startups.
- Experience expanding customers from single-product to multi-product adoption.
- Experience with usage-based or consumption pricing.
- Strong cross-functional collaboration and sales-motion scaling experience.
Benefits
- Equity
- Flexible time off
- Work-from-home budget
- Role-related equipment provided
- Inclusive healthcare package
- Mentorship and professional development opportunities