Account Executive- Startups, Install Base

The shape of it

In the posting’s own words

You are an expert in Vercel, you have incredible pattern recognition, and are at the bleeding edge of the tech and tools defining how we live and work. In this role, you'll help startups unlock Vercel's full value from adoption through scaling—building relationships with founders and technical leaders who are making critical architectural decisions. You'll analyze usage patterns to identify expansion opportunities, coordinate cross-functional teams to drive outcomes, and guide teams as they adopt AI-native architectures. By leveraging automation and AI to maximize your impact, you'll help refine early plays into repeatable playbooks that scale across our startup portfolio.

What it asks for · 7

• Learns complex technical products quickly and enjoys reasoning about how modern web and AI-native applications are built and scaled
• Can speak comfortably with developers and founders, using their language and earning credibility through insight rather than titles
• Has strong sales acumen and experience owning revenue outcomes across a range of deal sizes and complexities
• Believes that the best revenue outcomes come from deeply successful customers, not transactional selling
• Brings a thoughtful, opinionated point of view on modern web infrastructure, frontend performance, and scaling tradeoffs
• Thrives in ambiguity and enjoys shaping how a team and motion evolves from early to more structured
• Is energized by ownership, accountability, and helping customers make smart decisions

What the job covers

• Build trusted relationships with founders, developers, and technical leaders by quickly developing deep understanding of their architecture, use cases, and technical constraints
• Use customer signals and usage patterns to determine the right next play and focus time on the highest-leverage opportunities for adoption, expansion, or re-engagement
• Quarterback customers end-to-end, strategically deploying Sales Engineers, Developer Support Engineers, Product, and Support at the right moments to drive outcomes
• Own and grow a portfolio of startup customers by partnering with them as they move from early adoption to scale
• Partner with founders and developers as they adopt AI-native features and architectures, helping them understand how Vercel’s Frontend Cloud fits into a rapidly evolving developer ecosystem and supports new workloads, performance requirements, and scaling patterns
• Use automation, agents, and self-built workflows to operate at high leverage and focus time and energy on the most impactful customer work
• Operate comfortably in an evolving environment, helping refine early motions and turn what works into repeatable playbooks

Tools and skills named

Words the posting leans on

• customer8×
• technical7×
• developers5×
• founders5×
• outcomes5×
• early4×
• patterns4×
• startup4×
• support4×
• adoption3×
• architectures3×
• curiosity3×
• engineers3×
• motions3×
• ownership3×
• sales3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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