Account Executive- Startups, Install Base

Sales Austin, New York City, San Francisco Full Time Account Executive- Startups, Install Base Careers /Sales Sales Austin, New York City, San Francisco Full Time 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 Startups @Vercel: The Vercel Startups org exists to help founders navigate the shift to AI-native development with confidence. Startups move faster than ever—what used to take years now happens in days—and the decisions founders make early can either unlock scale or become long-term constraints. We partner with startups at the critical moments where technical, commercial, and strategic support starts to matter most. We’re a talent-dense team made up of former founders, engineers, and experienced go-to-market operators who bring firsthand experience building, scaling, and supporting modern software companies. Many of us have sat on the other side of the table, making architectural decisions, navigating tradeoffs, and scaling under real constraints, and we bring that perspective into every customer interaction. We operate with a growth mindset and strong shared ownership. We dig deep to understand our customers, work closely across functions as one team, and find ways to win even when the path forward isn’t obvious. Resilience, curiosity, and a willingness to push through hard problems are table stakes here. This is a team for people who want to operate with high trust, high agency, and high impact — alongside peers who care deeply about helping startups succeed. About The Role You are an expert in Vercel, you have incredible pattern recognition, and are at the bleeding edge of the tech and tools defining how we live and work. In this role, you'll help startups unlock Vercel's full value from adoption through scaling—building relationships with founders and technical leaders who are making critical architectural decisions. You'll analyze usage patterns to identify expansion opportunities, coordinate cross-functional teams to drive outcomes, and guide teams as they adopt AI-native architectures. By leveraging automation and AI to maximize your impact, you'll help refine early plays into repeatable playbooks that scale across our startup portfolio. What You Will Do Build trusted relationships with founders, developers, and technical leaders by quickly developing deep understanding of their architecture, use cases, and technical constraintsUse customer signals and usage patterns to determine the right next play and focus time on the highest-leverage opportunities for adoption, expansion, or re-engagementQuarterback customers end-to-end, strategically deploying Sales Engineers, Developer Support Engineers, Product, and Support at the right moments to drive outcomesOwn and grow a portfolio of startup customers by partnering with them as they move from early adoption to scalePartner with founders and developers as they adopt AI-native features and architectures, helping them understand how Vercel’s Frontend Cloud fits into a rapidly evolving developer ecosystem and supports new workloads, performance requirements, and scaling patternsUse automation, agents, and self-built workflows to operate at high leverage and focus time and energy on the most impactful customer workOperate comfortably in an evolving environment, helping refine early motions and turn what works into repeatable playbooks About You We’re looking for someone who sits at the intersection of technical curiosity, commercial excellence, and startup mindset. You might be a great fit if you’ve developed this skill set through a range of paths—whether as a builder, founder, engineer, or in a technical go-to-market role—and you bring strong judgment, ownership, and curiosity to how you work. In Practice, This Looks Like Someone Who Learns complex technical products quickly and enjoys reasoning about how modern web and AI-native applications are built and scaledCan speak comfortably with developers and founders, using their language and earning credibility through insight rather than titlesHas strong sales acumen and experience owning revenue outcomes across a range of deal sizes and complexitiesBelieves that the best revenue outcomes come from deeply successful customers, not transactional sellingBrings a thoughtful, opinionated point of view on modern web infrastructure, frontend performance, and scaling tradeoffsThrives in ambiguity and enjoys shaping how a team and motion evolves from early to more structuredIs energized by ownership, accountability, and helping customers make smart decisions What This Role Is Not Not a pure Customer Success role focused on reactive supportNot a transactional sales role detached from customer outcomesNot a highly scripted role with narrow ownership or predefined motions This role requires judgment, curiosity, and comfort operating across technical, strategic, and commercial dimensions. If you’re based within a pre-determined commuting distance of one of our offices (SF, Austin or NY), 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. Benefits & Compensation 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 OTE range for this role is $170,000-$209,000. 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. Disclosures Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data.Equal Opportunity: 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. Apply Now. Tell us why you’d be a good fit for the Account Executive- Startups, Install Base role. 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Are you based in San Francisco, Austin or New York and will you come into the office three days a week as part of the hybrid schedule? Yes No Are you currently based in any of these countries? Please note these are the only countries where we are accepting applications United States Germany United Kingdom Argentina Australia Canada India Japan Other Will you require Visa Sponsorship now, or in the future? Yes No Your authorization to work in the country where you live. Please choose the option that describes your work authorization. I am authorized to work in the country due to my nationality I am authorized to work in the country based on a valid work permit and do not need a company to sponsor my visa I am authorized to work in the country based on a valid work permit which needs to be sponsored by the company I work for I am not authorized to work in the country and need visa support Other Do you live in one of the following states? Alabama, Alaska, Delaware, Kansas, Maine, Mississippi, Montana, Nebraska, New Mexico, North Dakota, South Dakota, West Virginia, or Wyoming. Yes No By submitting my application, I acknowledge that I have read and understand Vercel’s Job Applicant Privacy Notice ↗ Acknowledge/Confirm Please double-check all the information provided above. Ensuring accuracy is crucial, as any errors or omissions may impact the review of your application. I have reviewed and confirmed that all the information provided is accurate and complete. Where did you first hear about this role? Events Built In LinkedIn Google Search Advertisements Other job boards LLMs (ChatGPT, etc.) I'm a Vercel customer Referral from a Vercel customer Referral from a Vercel team member Social media (X, Instagram, YouTube, etc.) Other Content (news articles, podcasts, blogs) Developer communities (GitHub, Hacker News, Reddit, etc.) Other U.S. Standard Demographic Questions. At Vercel, we value belonging and believe in fostering an environment where a diversity of perspectives can thrive. As part of this commitment, we invite you to voluntarily provide demographic information. Your responses will be used (in aggregate only) to help us better understand the diversity of our applicants and identify areas of improvement in our recruitment and hiring process. Your responses, or decision not to respond, will be kept confidential and will only be used in aggregate form for diversity and inclusion efforts. This information will not be associated with your specific application and will not be disclosed to the hiring team or used in the hiring decision in any way. Individuals seeking employment are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, or sexual orientation. Asking the below questions help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements. How would you describe your gender identity? (mark all that apply) Man Non-binary Woman I prefer to self-describe I don't wish to answer How would you describe your racial/ethnic background? (mark all that apply) Black or of African descent East Asian Hispanic, Latinx or of Spanish Origin Indigenous, American Indian or Alaska Native Middle Eastern or North African Native Hawaiian or Pacific Islander South Asian Southeast Asian White or European I prefer to self-describe I don't wish to answer How would you describe your sexual orientation? (mark all that apply) Asexual Bisexual and/or pansexual Gay Heterosexual Lesbian Queer I prefer to self-describe I don't wish to answer Do you identify as transgender? Yes No I prefer to self-describe I don't wish to answer Do you have a disability or chronic condition (physical, visual, auditory, cognitive, mental, emotional, or other) that substantially limits one or more of your major life activities, including mobility, communication (seeing, hearing, speaking), and learning? Yes No I prefer to self-describe I don't wish to answer Are you a veteran or active member of the United States Armed Forces? Yes, I am a veteran or active member No, I am not a veteran or active member I prefer to self-describe I don't wish to answer Optionally, include links to your social media profiles. 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