Install Base Manager, Startups

Vercel • Austin, TX

18h • $290,000 - $330,000

About The Position

Vercel is seeking an experienced, hands-on leader to build, coach, and scale a team of Startup Account Executives serving its largest and fastest-growing startup customers. The manager will help these customers deepen adoption, expand into new use cases across Vercel’s platform and Agent Stack, and adopt commercial structures suited to their scale. The role combines team leadership with direct participation in customer calls, product demonstrations, architecture discussions, and deals. The manager will use AI and automation to increase team impact and turn expansion successes into repeatable playbooks.

Vercel Startups partners with founders from their first line of code through hypergrowth. The Install Base team helps high-growth customers scale their usage, teams, and ambitions on Vercel, while keeping Vercel foundational to their business as they move toward enterprise. The team includes former founders, engineers, and go-to-market operators, and emphasizes high trust, agency, curiosity, resilience, and shared ownership.

The role includes in-office anchor days on Monday, Tuesday, and Friday for employees within a predetermined commuting distance of Vercel’s San Francisco, New York, London, or Berlin offices. 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, ideally in mid-market or high-growth segments.
• At least 2 years managing Account Executives.
• Full-cycle sales experience generating outbound pipeline, running proofs of concept, and engaging multiple technical and business stakeholders.
• A track record of closing large, complex SaaS deals worth six figures or more.
• A proven track record of hiring, coaching, and developing high-performing sales teams.
• A hands-on player-coach leadership approach.
• Ability to lead conversations about AI, infrastructure, and technical products and establish credibility with technical buyers without necessarily being an engineer.
• Curiosity about AI-native development and ability to work in a fast-paced environment, balancing strategy with 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 experience scaling a sales motion and sharing insights company-wide.

Responsibilities

• Recruit, onboard, and ramp a high-performing team of Install Base Startup Account Executives.
• Provide ongoing coaching through one-on-ones, call reviews, and deal strategy sessions, developing reps into trusted partners for founders and technical and finance leaders.
• Join customer calls, participate in product demonstrations and architecture conversations, and co-own deals with the team from initial 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 Vercel platform products by scoping use cases, running proofs of concept with Solutions Architects, and proving value before commercial discussions.
• 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, and own net revenue retention and renewals across the book of business.
• Design and refine a consumption-based sales motion, creating playbooks and best practices for other sales teams.
• Partner with Solutions Architects, Product, Marketing, RevOps, and the Activations and Greenfield teams to support customer growth and success.
• Use usage and growth signals to prioritize accounts, track performance against goals, forecast accurately, and improve execution continuously.
• Use AI and automation to increase team impact and create repeatable expansion playbooks for the startup segment.

Benefits

• Competitive compensation package, including equity.
• Inclusive healthcare package.
• Mentorship and opportunities to attend events that build professional networks and skills.
• Flexible time off.
• Equipment needed for the role and a work-from-home budget to outfit the employee’s workspace.

What This Job Offers

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