Sales Strategy & Operations, Enterprise
About The Position
Vercel is seeking a Sales Operations Lead to serve as the strategic and operational partner to its U.S. Majors and Verticals sales organization. The role aligns with sales leaders and account executives, owning the strategy, programs, and operating cadences that support the segment, including territory design, sales plays, forecasting, quarterly business reviews, and pipeline inspection. The role partners with Sales Leadership, Sales Development, Finance, and GTM Systems to refine segment and vertical strategy, improve the seller experience, and drive measurable revenue growth. This is a high-impact individual contributor role focused on running and improving the business using existing infrastructure, including a forecasting platform, weekly pipeline plan reviews, and a strong data foundation. The position is hybrid, based in San Francisco or New York City, with three days per week in the office.
Requirements
- At least 8 years of experience in Sales Strategy & Operations, Revenue Operations, or GTM Strategy at a high-growth technology company.
- Experience directly supporting enterprise or Majors sales teams.
- Track record as a high-impact individual contributor, with broad hands-on ownership at a scaling startup or an explicit enterprise or Majors focus at a larger company.
- Ability to run operating cadences for senior sales leaders and turn them into decisions, including effective QBRs, forecast calls, and pipeline reviews.
- Experience with territory design, account planning, capacity modeling, and target setting in partnership with Finance and Sales Leadership.
- Salesforce expertise, including reporting and dashboards.
- Strong analytical skills using Excel or Google Sheets and BI platforms.
- Ability to translate complex data into clear recommendations for executive and front-line audiences.
- Ownership mindset, accountability, resourcefulness, ability to turn ambiguity into action, and effectiveness building alignment with senior stakeholders across Sales, Finance, and Systems.
Nice To Haves
- SQL skills.
- Experience in a consumption- or usage-based business, or at a developer tools, infrastructure, or cloud platform company with both PLG and enterprise sales motions.
- Experience building or running vertical or industry-specific sales plays at an enterprise software company.
- A perspective on how AI and automation can transform sales operations, demonstrated by having shipped a related solution.
Responsibilities
- Serve as the strategic and operational partner to Majors Sales Leadership, using pipeline, win/loss, deal velocity, and retention analysis to advise on business growth.
- Run weekly pipeline plan reviews, forecast calls, and monthly and quarterly business reviews; define operating metrics, drive forecast rigor and pipeline health in the forecasting platform and Salesforce, surface renewal risk and upside, and ensure follow-through.
- Own territory and account planning for the segment, including developing book-of-business theses, managing territory carves and account transitions, establishing rules of engagement, and partnering on capacity modeling, target setting, and annual planning.
- Design and operationalize sales plays and growth programs by sizing addressable markets, defining sales motions, equipping the field with insights, and measuring results.
- Partner with Sales Development on account prioritization, outbound programs, and crediting processes to accelerate Majors pipeline.
- Collaborate with GTM Systems, Engineering, and Data to deliver scalable tooling, automation, and AI-driven workflows that reduce manual work for sellers and leaders.
- Lead enablement and change management for new processes, operating changes, and planning rollouts affecting Majors teams.
- Own operational onboarding for new representatives and leaders, including book assignment, tooling, and business operating practices.
Benefits
- Competitive compensation package, including equity.
- Inclusive healthcare package.
- Mentorship and events to support learning, skills development, and networking.
- Flexible time off.
- Equipment needed for the role and a work-from-home budget.
- Potential eligibility for a company bonus or variable pay program, depending on the role.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
