Install Base Manager, Startups

About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the Role: 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. You'll hire, mentor, and develop top talent, and roll up your sleeves to work deals alongside the team. You'll help customers deepen adoption, expand into new use cases across Vercel's platform and Agent Stack, and move to commercial structures that fit their scale. By using AI and automation to maximize your team's impact, you'll turn expansion wins into repeatable playbooks across the startup segment. If you’re based within a pre-determined commuting distance of one of our offices (SF, NY, London, or Berlin), the role includes in-office anchor days on Monday, Tuesday, and Friday. If you're located beyond that distance, the role is fully remote. For location-specific details, please connect with our recruiting team. About Startups at Vercel: Vercel Startups partners with founders from the first line of code through hypergrowth. Startups move faster than ever, and the infrastructure decisions they make early either unlock scale or become long-term constraints. The Install Base team partners with our largest and fastest-growing startup customers, helping them scale on Vercel as usage, teams, and ambitions grow, and making sure Vercel stays the foundation they build on as they move toward enterprise. We're a talent-dense team of former founders, engineers, and go-to-market operators. Many of us have sat on the other side of the table making architectural tradeoffs under real constraints, and we bring that perspective into every conversation. We operate with high trust, high agency, and shared ownership: curious, resilient, and willing to push through hard problems to help startups win. What You Will Do: • 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. • Data-Driven Management: Use usage and growth signals to prioritize accounts, track performance against goals, forecast accurately, and drive continuous improvement in execution. About You: • 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. Bonus If You: • 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. Compensation & 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