Install Base Manager, Startups

Vercel • Austin, NY

9d

About The Position

Vercel is seeking an experienced, hands-on leader to build, coach, and scale a team of Startup Account Executives serving the company’s largest and fastest-growing startup customers. The manager will help these customers deepen their adoption of Vercel, expand into new use cases across its platform and Agent Stack, and adopt commercial structures suited to their growth. The role combines team leadership with direct participation in customer deals and uses AI and automation to make expansion strategies repeatable across the startup segment.

Vercel Startups partners with founders from early development through hypergrowth. The Install Base team works with high-growth startup customers as their usage, teams, and ambitions expand, helping Vercel remain the foundation they build on as they move toward enterprise.

The position is based near Vercel’s San Francisco, New York, London, or Berlin offices with in-office anchor days on Monday, Tuesday, and Friday. Employees beyond the predetermined commuting distance from an office work fully remotely. The San Francisco base pay range is $290,000–$330,000; pay elsewhere may be adjusted by location. 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, ideally in mid-market or high-growth segments.
• At least 2 years managing Account Executives.
• Full-cycle sales experience, including generating outbound pipeline, running proofs of concept, and engaging technical and business stakeholders.
• Track record of closing large, complex SaaS deals worth six figures or more.
• Proven ability to hire, coach, and develop high-performing sales teams.
• Hands-on player-coach leadership style.
• Confidence leading conversations about AI, infrastructure, and technical products, with credibility among technical buyers; engineering experience is not required.
• Curiosity about AI-native development and ability to work in a fast-paced environment while balancing strategy and execution.

Nice To Haves

• Experience selling developer tools, infrastructure, AI/ML products, or other technical platforms to startups.
• Experience driving multi-product adoption within existing accounts and growing single-product customers into platform customers.
• Experience with usage-based or consumption pricing models.
• Strong cross-functional instincts, including scaling a sales motion and sharing insights company-wide.

Responsibilities

• Recruit, onboard, and ramp a high-performing team of Install Base Startup Account Executives.
• Coach and mentor team members through ongoing coaching, one-on-ones, call reviews, and deal strategy sessions.
• Join customer calls, participate in product demos and architecture conversations, and co-own deals with the team from outreach through close.
• Generate and advance outbound expansion pipeline across existing customers using usage and growth signals to identify contacts, workloads, and use cases.
• Drive adoption of new products across Vercel’s platform by scoping use cases, running proofs of concept with Solutions Architects, and demonstrating value.
• Negotiate and close upsell, cross-sell, and commit deals, moving customers from self-serve and early contracts to multi-year, enterprise-grade partnerships.
• Build strategic relationships with founders, technical buyers, and business stakeholders to anticipate account growth needs.
• Own net revenue retention and renewals across the team’s book of business.
• Design and refine the consumption-based sales motion and create playbooks and best practices for other sales teams.
• Partner with Solutions Architects, Product, Marketing, RevOps, and the Activations and Greenfield teams to support customer success.
• Use usage and growth signals to prioritize accounts, track performance against goals, forecast accurately, and improve execution continuously.
• Use AI and automation to maximize team impact and turn expansion wins into repeatable playbooks.

Benefits

• Competitive compensation package, including equity.
• Inclusive healthcare package.
• Mentorship and access to events that support networking and skill development.
• Flexible time off.
• Equipment needed for the role and a work-from-home budget to outfit the workspace.

What This Job Offers

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