Scaled Commercial Account Executive, Install base

The shape of it

In the posting’s own words

As an Account Executive on the Commercial Scaled Install Base team, you will own a broad portfolio of existing Vercel customers and be responsible for both retaining and growing their business.

What it asks for · 12

• Is motivated by owning a revenue target and being accountable for measurable outcomes.
• Has experience generating pipeline through thoughtful, personalized outreach.
• Can manage a high volume of accounts, priorities, and deadlines without losing attention to detail.
• Is comfortable initiating conversations, asking direct questions, and creating momentum where little currently exists.
• Learns complex technical products quickly and is curious about how modern web applications and AI products are built.
• Can connect customer needs to business value and communicate clearly with both technical and non-technical stakeholders.
• Demonstrates sound judgment about where to spend time and when to ask for support.
• Is organized, reliable, and disciplined in managing opportunities, renewals, forecasts, and follow-up.
• Is coachable and actively seeks feedback as a way to improve.
• Brings a team-first mindset, low ego, and a willingness to contribute wherever needed.
• Acts proactively and does not wait to be told what needs attention.
• Is resilient, resourceful, and energized by working through accounts where the path to growth may not be immediately obvious.

Also a plus

• Have experience as an SDR or BDR in a technical, developer-focused, cloud, infrastructure, or product-led growth company.
• Have owned renewals, expansion opportunities, or a revenue target.
• Have experience progressing and closing smaller commercial opportunities.
• Have worked with developers, engineering leaders, product teams, or other technical buyers.
• Have experience using tools such as Salesforce, Outreach, Gong, LinkedIn Sales Navigator, or ZoomInfo.
• Experiment with AI, automation, or self-built workflows to improve how you work.
• Aspire to grow into larger accounts, more complex sales cycles, or future leadership opportunities.

What the job covers

• Own the commercial relationship for a portfolio of existing Vercel customers.
• Manage the renewal process from early preparation through negotiation and close, protecting recurring revenue and identifying risk before it threatens the relationship.
• Build expansion pipeline by prospecting within existing accounts, reaching new stakeholders, developing champions, and uncovering new teams, applications, and workloads.
• Run discovery, demonstrations, commercial conversations, and negotiations across a range of renewal and expansion opportunities.
• Use customer signals, product usage, account data, and business context to prioritize the right action across a large portfolio.
• Re-engage customers with limited activity or unclear growth indicators and develop hypotheses for how Vercel can create additional value.
• Build relationships with developers, engineering leaders, product teams, procurement partners, and business stakeholders.
• Partner with Solutions Architects, Developer Support, Customer Success, Product, and other internal teams to help customers achieve meaningful outcomes.
• Maintain accurate account plans, opportunity details, forecasts, renewal timelines, and next steps in Vercel’s systems.
• Use automation, AI, and repeatable workflows to operate efficiently and deliver thoughtful customer engagement at scale.
• Share what you learn and help the team develop scalable plays for renewals, risk mitigation, customer re-engagement, and expansion.
• Develop the technical and commercial skills required to grow into increasingly complex accounts and sales opportunities.

Tools and skills named

Words the posting leans on

• customer15×
• account13×
• renewals10×
• commercial6×
• expansion6×
• learn6×
• product6×
• sales5×
• technical5×
• business4×
• experience4×
• growth4×
• pipeline4×
• portfolio4×
• revenue4×
• attention3×

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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