GTM Acceleration Lead, Value Selling

Vercel • Austin, NY

1d • Hybrid

About The Position

Vercel is hiring a GTM Acceleration Lead to own the system that makes Account Executives (AEs) effective in enterprise sales. This role involves building repeatable plays, business value models, and coaching systems to drive consistent deal creation, progression, and wins, with a focus on measuring impact on revenue. The need for this role stems from a need for repeatability in sales, to scale product surface growth by translating new launches into field-ready value narratives within one sprint, and to adapt to a shift towards consumption pricing where AEs must size, position, and defend Flex Commit deals with finance buyers. The role includes in-office anchor days on Monday, Tuesday, and Friday out of our SF, NYC, or Austin offices.

Requirements

• 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

Nice To Haves

• 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

Responsibilities

• 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 including buyer, trigger, problem, proof, value, and close. Sample plays include Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI Gateway.
• Ship v1, test in live deals, and 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 and 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 and 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, and use leading indicators like stage conversion, time in stage, POC velocity, and 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.

What This Job Offers

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