Greenfield Manager, Startups

Vercel · Hybrid - San Francisco, New York City · Account Executive · listed November 4, 2026

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The shape of it

Seniority
Manager
Experience asked
2–5 years
Where
Hybrid
Stated pay
$280,000 – $330,000
Requirements listed
7
Length
1,015 words

In the posting’s own words

We're looking for a leader to build, coach, and scale a team of senior Startup Account Executives focused on landing net-new, scaling startups on Vercel. These are high-stakes, technical deal cycles, where founders and engineering leaders are making architectural decisions that will carry them through their next stage of growth as they build and adopt AI-native applications.

What it asks for · 7

  • 5+ years of SaaS sales experience, including 2+ years managing Account Executives.
  • A proven track record leading teams to land net-new logos and consistently hit bookings targets, with an understanding of how scaling startups evaluate, adopt, and expand on technical platforms.
  • Strong coaching skills across discovery, qualification, mutual close plans, multi-threading, and negotiation.
  • Experience building pipeline generation motions (outbound + inbound) and holding reps accountable to activity and quality.
  • Comfort leading conversations with founders and technical buyers about architectural decisions and business tradeoffs. You don't need to be an engineer, but you must be credible with engineering stakeholders.
  • Curiosity about AI-native development and a willingness to build deep expertise in Vercel and the tools shaping how startups build and ship.
  • A growth mindset, resilience, and strong shared ownership. You operate with high trust and high agency while balancing strategy with hands-on execution.

Also a plus

  • Have sold developer tools, infrastructure, AI/ML products, or other technical platforms to startups.
  • Have built or scaled a net-new / greenfield sales motion in a startup-focused segment.
  • Have firsthand experience as a founder, early-stage operator, or partner to founders navigating technical and business constraints.
  • Have strong cross-functional instincts, especially with Solutions Engineering, Marketing, and RevOps.

What the job covers

  • Hire & Scale : Recruit, onboard, and ramp a high-performing team of senior Startup Account Executives focused on net-new logo acquisition in greenfield territory.
  • Coach & Develop : Provide ongoing coaching, 1:1s, call reviews, and deal strategy sessions to sharpen experienced reps into trusted partners for founders, CTOs, and technical leaders.
  • Startup GTM Strategy : Define territory and segment approach, ICP targeting, and outbound motions to reach scaling startups at the moments where Vercel can help them build, ship, and scale.
  • Player-Coach Leadership : Jump into key deals, join customer calls, and help reps connect technical priorities and architectural decisions to business outcomes across discovery, demos, security, procurement, and negotiation.
  • Pipeline & Execution : Drive pipeline generation, disciplined qualification, and consistent deal progression to hit team bookings targets and set customers up for adoption and growth.
  • Forecasting & Performance Management : Own forecast accuracy, inspect pipeline health, and manage performance against leading indicators and quota.
  • Cross-Functional Collaboration : Partner with Marketing, RevOps, Product, Solutions Engineering, and the Activations and Install Base teams as one team to improve targeting and conversion and help startups adopt AI-native architectures.
  • AI, Automation & Repeatable Playbooks : Use AI and automation to maximize team impact, identify patterns across startup needs and usage signals, and turn successful plays into repeatable motions.

Tools and skills named

Go to market
  • Negotiation2×
  • Outbound2×
  • Pipeline generation2×
  • Forecasting
  • Go-to-market
  • Quota
  • SaaS
Ways of working
  • Cross-functional2×
  • Mentorship2×
Operations & finance
  • Forecast accuracy
  • Recruiting
Models & research
  • Machine learning
Security & compliance
  • Security

Words the posting leans on

  • startups12×
  • technical7×
  • build6×
  • deal5×
  • founders5×
  • pipeline5×
  • engineering4×
  • motions4×
  • net-new4×
  • partner4×
  • account executives3×
  • architectural decisions3×
  • automation3×
  • business3×
  • execution3×
  • experience3×

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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How this page was made

An automated read of a public job posting, fetched November 4, 2026 and last changed by Vercel on November 4, 2026. Every list above is pulled from the posting’s own sentences — nothing rewritten, nothing added, no judgment about the role or the company. Counts and seniority are read off the text by rule, so they can be wrong where the posting is unusual. The original is the only thing that binds. Openings close without warning; check the source before spending an evening on it.