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Overview
Vercel is seeking a GTM Acceleration Lead to enhance enterprise sales effectiveness through repeatable plays and business value models, driving revenue impact and supporting Account Executives. About Vercel: Vercel is the agentic infrastructure company. We free people and agents to ship what’s next. For more than a decade, Vercel has shaped how the web is built. As the team behind Next.js, v0, and AI SDK, we create products that help builders move from idea to production with speed, security, and exceptional developer experience. Now, software is entering a new era, and the next generation of products will not just be used by people. They will be built, extended, and operated by agents. We are building the platform for that future, trusted by companies like OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.
What You Will Do
- •Translate Product to Business Value
- •Map features to outcomes by persona: CTO, VP Engineering, CFO, line of business
- •Build discovery playbooks with questions, proof plans, and competitive positioning
- •Create ROI models and business cases with quantified impact
- •Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections
- •Build Sales Plays
- •Design end-to-end plays: buyer, trigger, problem, proof, value, close
- •Sample plays: Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI Gateway
- •Ship v1, test in live deals, iterate from win/loss data and Gong analysis
- •Integrate with planning, pipeline reviews, and deal reviews
- •Prepare for Consumption Selling
- •Build deal sizing for year one consumption using usage models
- •Ensure pre-sales work supports post-sale activation
- •Create value realization frameworks from first call through expansion
- •Bridge Engineering, Product, and Sales
- •Convert launches into field-ready assets within days
- •Build training with Field Engineering and Product Marketing
- •Feed field insights to Product and Engineering
- •Maintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platforms
- •Build Coaching Systems
- •Create MEDDPICC coaching tools for managers
- •Enforce stage-gate discipline across pipeline
- •Run win/loss analysis for enterprise deals
- •Use leading indicators: stage conversion, time in stage, POC velocity, multithreading
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.
About You
- •Enterprise AE experience with deals over $100K
- •Technical fluency in architecture and AI infrastructure
- •Ability to build ROI models and teach value selling
- •Systems thinker who builds scalable programs
- •Builder mindset. Ships v1 and iterates
- •Cross-functional credibility across Sales, Product, Engineering, Marketing
- •Force Management (or equivalent) certified
Bonus If You
- •Developer tools or infrastructure sales experience
- •MEDDPICC or similar methodology
- •Consumption pricing experience
- •Proven impact on revenue metrics
- •Deeply AI pilled, already uses AI to level up others not just self