Greenfield Manager, Startups

Vercel • San Francisco, NY

1d • $280,000 - $330,000 • Hybrid

About The Position

Vercel is seeking a leader to build, coach, and scale a team of senior Startup Account Executives focused on acquiring net-new, scaling startup customers. The role leads high-stakes, technical sales cycles in which founders and engineering leaders make infrastructure decisions that support growth and AI-native applications. The manager establishes the team’s operating rhythm, drives pipeline creation and execution, and acts as a player-coach to help experienced sellers manage disciplined, multi-threaded deals. The role also develops expertise in Vercel, identifies startups where its products can deliver the most value, and partners across functions to support customer adoption and expansion. Automation and AI are used to increase team impact and turn successful sales approaches into repeatable playbooks.

Vercel Startups partners with founders from the first line of code through hypergrowth. The Greenfield team pursues new customers at the point where startups have reached scale and need more from their infrastructure partner in areas such as performance, security, AI, and commercial terms. The team values high trust, high agency, shared ownership, curiosity, and resilience.

The role is hybrid for employees within a predetermined commuting distance of Vercel offices in San Francisco, New York, London, or Berlin, with in-office anchor days on Monday, Tuesday, and Friday. Employees beyond that distance work fully remotely. The San Francisco base pay range is $280,000–$330,000; compensation may be adjusted by location and based on job-related skills and experience. Total compensation may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program, depending on the role.

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 pipeline-generation motions across outbound and inbound channels and holding representatives accountable for activity and quality.
• Ability to lead conversations with founders and technical buyers about architectural decisions and business tradeoffs, with credibility among engineering stakeholders.
• Curiosity about AI-native development and willingness to build deep expertise in Vercel and tools shaping how startups build and ship.
• Growth mindset, resilience, and shared ownership, with the ability to balance strategy and hands-on execution while operating with high trust and agency.

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 account executives through ongoing coaching, one-on-ones, call reviews, and deal strategy sessions.
• Define territory and segment strategy, ideal customer profile targeting, and outbound motions for scaling startups.
• Participate in key deals and customer calls, helping sellers connect technical priorities and architectural decisions to business outcomes throughout discovery, demos, security reviews, procurement, and negotiation.
• Drive pipeline generation, disciplined qualification, and consistent deal progression to achieve team bookings targets and prepare customers for adoption and growth.
• Own forecast accuracy, inspect pipeline health, and manage performance against leading indicators and quota.
• Partner with Marketing, RevOps, Product, Solutions Engineering, Activations, and Install Base teams to improve targeting and conversion and support startup adoption of AI-native architectures.
• Use AI and automation to increase team impact, identify patterns in startup needs and usage signals, and create repeatable sales motions.

Benefits

• Competitive compensation package, including equity.
• Inclusive healthcare package.
• Mentorship and events to support learning, skills, and networking.
• Flexible time off.
• Role-related equipment and a work-from-home budget to outfit the employee’s space.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed