Greenfield Manager, Startups

Vercel•New York, NY

18h•$280,000 - $330,000

About The Position

Vercel is seeking a leader to build, coach, and scale a team of senior Startup Account Executives who acquire net-new, scaling startup customers. The role leads high-stakes, technical sales cycles in which founders and engineering leaders make infrastructure and architectural decisions to support growth and AI-native application development. The manager sets the team's operating rhythm, drives pipeline creation and sales execution, and works as a player-coach on complex, multi-threaded deals. The role develops expertise in Vercel, identifies startups where its products can deliver value, and collaborates across functions to support customer adoption and expansion. It also uses AI and automation to increase team effectiveness and turn successful approaches into repeatable playbooks. Vercel Startups partners with founders from early development through hypergrowth. The Greenfield team focuses on new-logo acquisition among startups that have reached an inflection point and need more from their infrastructure partner in areas such as performance, security, AI, and commercial terms. For employees within a specified commuting distance of the San Francisco, New York, London, or Berlin offices, the role has in-office anchor days on Monday, Tuesday, and Friday. Employees beyond that distance work fully remotely. Location-specific details are available from the recruiting team.

Requirements

At least 5 years of SaaS sales experience, including at least 2 years managing Account Executives.
A proven track record of leading teams to land net-new logos and consistently meet bookings targets.
Understanding of how scaling startups evaluate, adopt, and expand on technical platforms.
Strong coaching skills in discovery, qualification, mutual close plans, multi-threading, and negotiation.
Experience building inbound and outbound pipeline-generation motions and holding sales representatives accountable for activity and quality.
Ability to lead conversations with founders and technical buyers about architectural decisions and business tradeoffs, and credibility with engineering stakeholders.

Nice To Haves

Experience selling developer tools, infrastructure, AI/ML products, or other technical platforms to startups.
Experience building or scaling a net-new or greenfield sales motion in a startup-focused segment.
Firsthand experience as a founder, early-stage operator, or partner to founders navigating technical and business constraints.
Strong cross-functional instincts, especially with Solutions Engineering, Marketing, and RevOps.

Responsibilities

Recruit, onboard, and ramp a high-performing team of senior Startup Account Executives focused on net-new logo acquisition in greenfield territory.
Coach and develop experienced sales representatives through ongoing coaching, one-on-ones, call reviews, and deal strategy sessions.
Define territory and segment strategies, ideal customer profile targeting, and outbound motions to reach scaling startups.
Act as a player-coach by joining key deals and customer calls, helping representatives connect technical priorities and architectural decisions to business outcomes across discovery, demos, security, procurement, and negotiation.
Drive pipeline generation, disciplined qualification, and consistent deal progression to achieve team bookings targets and support customer adoption and growth.
Own forecast accuracy, inspect pipeline health, and manage performance against leading indicators and quota.
Partner with Marketing, RevOps, Product, Solutions Engineering, and Activations and Install Base teams to improve targeting and conversion and support adoption of AI-native architectures.
Use AI and automation to maximize team impact, identify patterns across startup needs and usage signals, and create repeatable sales motions.