Sales Strategy & Operations, Enterprise
About The Position
Vercel is seeking a Sales Operations Lead to serve as the operating partner to its US 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 position 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 both strategy and execution. Existing infrastructure includes a homegrown forecasting platform, weekly pipeline plan reviews, and a strong data foundation. The role will operate the business using these resources, address operational gaps, and define how Vercel scales into new verticals and wins in large enterprise. It is hybrid and 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, including direct support of enterprise or Majors sales teams.
- Track record as a high-impact individual contributor, through 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, with knowledge of effective QBRs, forecast calls, and pipeline reviews and how to instrument them.
- Experience with territory design, account planning, capacity modeling, and target setting in partnership with Finance and Sales Leadership.
- Salesforce expertise in reporting and dashboards, and strong analytical skills with Excel or Google Sheets and BI platforms; SQL is preferred.
- 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
- 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 point of view on how AI and automation can transform sales operations, demonstrated by having shipped something.
Responsibilities
- Serve as strategic and operational partner to Majors Sales Leadership, own the segment's operating rhythm, and use pipeline, win/loss, deal velocity, and retention analysis to advise on growth.
- Run weekly pipeline plan reviews, forecast calls, and monthly and quarterly business reviews; define team metrics, drive forecast rigor and pipeline health in the forecasting platform and Salesforce, identify renewal risk and upside, and ensure follow-through.
- Own territory and account planning for the segment, including developing account-book theses, running territory carves and account transitions, managing rules of engagement, and partnering with Finance and Sales Leadership 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 effectiveness.
- 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 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 access to events that support networking and skills development.
- Flexible time off.
- Role-related equipment and a work-from-home budget to outfit the employee's space.
- The compensation package may include benefits, equity-based compensation, and 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
