GTM Acceleration Lead, Value Selling

About Vercel

Vercel is the agentic infrastructure company. We free people and agents to ship what’s next.

For more than a decade, Vercel has shaped how the web is built. As the team behind Next.js, v0, and AI SDK, we create products that help builders move from idea to production with speed, security, and exceptional developer experience.

Now, software is entering a new era, and the next generation of products will not just be used by people. They will be built, extended, and operated by agents.

We are building the platform for that future, trusted by companies like

OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide

. Whether you’re building our products, supporting our customers, growing our community, or shaping our story, you’ll help define what comes next.

About The Role

Vercel is hiring a GTM Acceleration Lead to own the system that makes Account Executives (AEs) effective in enterprise sales. Build repeatable plays, business value models, and coaching systems. Drive consistent deal creation, progression, and wins. Measure impact on revenue, not content created or trainings delivered.

Why This Role Exists

Need For Repeatability

Replace hero selling with a system that scales across the AE org

Product Surface Growth

Translate new launches into field-ready value narratives within one sprint

Shift To Consumption Pricing

AEs must size, position, and defend Flex Commit deals with finance buyers

The Role Includes In-office Anchor Days On Monday, Tuesday, And Friday Out Of One Of Our Offices (sf, Nyc, Austin).

What You Will Do

Translate Product to Business Value

Map features to outcomes by persona: CTO, VP Engineering, CFO, line of business

Build discovery playbooks with questions, proof plans, and competitive positioning

Create ROI models and business cases with quantified impact

Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections

Build Sales Plays

Design end-to-end plays: buyer, trigger, problem, proof, value, close

Sample plays: Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI Gateway

Ship v1, test in live deals, iterate from win/loss data and Gong analysis

Integrate with planning, pipeline reviews, and deal reviews

Prepare for Consumption Selling

Build deal sizing for year one consumption using usage models

Ensure pre-sales work supports post-sale activation

Create value realization frameworks from first call through expansion

Bridge Engineering, Product, and Sales

Convert launches into field-ready assets within days

Build training with Field Engineering and Product Marketing

Feed field insights to Product and Engineering

Maintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platforms

Build Coaching Systems

Create MEDDPICC coaching tools for managers

Enforce stage-gate discipline across pipeline

Run win/loss analysis for enterprise deals

Use leading indicators: stage conversion, time in stage, POC velocity, multithreading

What This Role Does Not Own

Sales operations and CRM workflows

Product Marketing strategy

Generic training coordination

About You

Enterprise AE experience with deals over $100K

Technical fluency in architecture and AI infrastructure

Ability to build ROI models and teach value selling

Systems thinker who builds scalable programs

Builder mindset. Ships v1 and iterates

Cross-functional credibility across Sales, Product, Engineering, Marketing

Force Management (or equivalent) certified

Bonus If You

Developer tools or infrastructure sales experience

MEDDPICC or similar methodology

Consumption pricing experience

Proven impact on revenue metrics

Deeply AI pilled, already uses AI to level up others not just self

Benefits

Competitive compensation package, including equity.

Inclusive Healthcare Package.

Learn and Grow - we provide mentorship and send you to events that help you build your network and skills.

Flexible Time Off.

We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.

The San Francisco, CA base pay range for this role is $189,000 - $231,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.

Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.