Install Base Manager, Startups

The shape of it

In the posting’s own words

We're looking for an experienced, hands-on leader to build, coach, and scale a team of Startup Account Executives focused on growing and scaling our largest and fastest-growing startup customers. These companies are often doubling usage in months, shipping AI-native products, and making decisions that will shape their architecture for years. Your team will be their strategic partner through that growth.

What it asks for · 6

• 5+ years of SaaS sales experience, ideally in mid-market or high-growth segments, including 2+ years managing Account Executives.
• A full-cycle seller who has generated outbound pipeline, run proofs of concept, and multi-threaded across technical and business stakeholders. You have a history of closing large, complex six-figure-plus SaaS deals.
• A proven track record of hiring, coaching, and developing high-performing sales teams.
• A hands-on leader who thrives as a player-coach.
• Confident leading conversations about AI, infrastructure, and technical products. You don't need to be an engineer, but you must be credible with technical buyers.
• Curiosity about AI-native development and the ability to operate in a fast-paced environment, balancing strategy with execution.

Also a plus

• Have sold developer tools, infrastructure, AI/ML products, or other technical platforms to startups.
• Have driven multi-product adoption within existing accounts, growing single-product customers into platform customers.
• Have experience with usage-based or consumption pricing models.
• Have strong cross-functional instincts, from scaling a sales motion to sharing insights company-wide.

What the job covers

• Build the team
• Hire & Build : Recruit, onboard, and ramp a high-performing team of Install Base Startup AEs.
• Coach & Mentor : Run ongoing coaching, 1:1s, call reviews, and deal strategy sessions to develop reps into trusted partners for founders, CTOs, engineering and finance leaders.
• Hands-On Leadership : Join calls, dig into product demos and architecture conversations, and co-own deals with your team from first outreach through close.
• Run the motion
• Pipeline Generation : Prospect to generate and advance outbound expansion pipeline across the existing customer base, using usage and growth signals to find new contacts, workloads and use cases before customers come to us.
• New Product Adoption : Drive adoption of new products across Vercel’s platform. That means scoping use cases, running POCs with Solutions Architects and proving value before the commercial conversation.
• Commercial Execution : Negotiate and close upsell, cross-sell and commit deals, moving customers from self-serve and early contracts to multi-year, enterprise-grade partnerships.
• Account Strategy & Retention : Build strategic relationships with founders, technical buyers and business stakeholders to get ahead of each account’s next stage of growth. Own net revenue retention and renewals across your book of business.
• Scale the business
• Build the Consumption Playbook : Help design and refine the consumption-based sales motion, creating the playbooks and best practices other sales teams will adopt.
• Cross-Functional Collaboration : Partner with Solutions Architects, Product, Marketing, RevOps, and the Activations and Greenfield teams so customers get what they need to grow and succeed on Vercel.

Tools and skills named

Words the posting leans on

• customers8×
• products7×
• account6×
• build5×
• deals5×
• sales5×
• startup5×
• technical5×
• adoption4×
• business4×
• growth4×
• platform4×
• cases3×
• commercial3×
• conversations3×
• execution3×

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.

More open at Vercel

• Account Executive, CommercialRemote - Germany
• Account Executive, MajorsHybrid - London
• Account Executive, Majors (APAC)Hybrid - Sydney
• Account Executive, Majors- Install Base (APAC)Hybrid - Sydney
• Account Executive-Startups, EMEA (French Speaker)Hybrid - London
• Account Executive- Startups, GreenfieldHybrid - San Francisco, New York City, Austin