Account Executive-Startups, Greenfield

About the role

Vercel is actively looking for an Account Executive to join the Startups team in London to help founders navigate the transition to AI-native development. In this capacity, you will act as a strategic partner to technical leaders, guiding them through complex architectural decisions while simultaneously driving the adoption of the Vercel Frontend Cloud. You will own the end-to-end relationship with a portfolio of emerging companies, ensuring that their specific technical constraints and use cases are fully understood and addressed. The role requires you to build long-term trust and credibility with founders, positioning Vercel as an indispensable partner in their growth journey rather than just a vendor. You will leverage a consultative approach to uncover latent needs and align Vercel's capabilities with the strategic goals of each startup. Success in this position will be defined by your ability to translate technical value into clear business outcomes for the founders you serve. You will be expected to contribute directly to the evolution of the Startups go-to-market strategy by providing direct feedback from the field. Ultimately, this position is about enabling sophisticated technical buyers to make informed decisions that accelerate their development lifecycle.

Key facts

What you'll do

• Establish trusted partnerships with founders and developers by deeply understanding their specific technical constraints and current use cases.
• Manage the full sales cycle from identifying high-potential startups through to securing new logos and ensuring early activation of the platform.
• Generate a robust pipeline of opportunities through targeted outbound efforts focused on identifying emerging startups early in their lifecycle.
• Advise customers on how to effectively integrate AI-native features and modern web architectures into their production workflows.
• Utilize automation and agent-based workflows to manage your time efficiently and scale your impact across a broad base of accounts.
• Translate complex technical concepts into clear narratives that resonate with both technical and executive stakeholders.
• Help transition early sales experiments and learnings into repeatable, structured playbooks that can be adopted by the broader team.
• Analyze market trends within the startup ecosystem to identify new segments and opportunities for Vercel's frontend infrastructure.
• Collaborate closely with internal product and engineering teams to provide feedback on feature requests from the startup perspective.
• Champion the Vercel brand within the startup community by participating in relevant events and discussions.
• Develop detailed business cases that highlight the ROI of using Vercel's platform for frontend and deployment needs.
• Act as the primary escalation point for strategic accounts, ensuring alignment between customer expectations and internal solutions.

Requirements

• Ability to learn complex technical products rapidly and understand the nuances of modern web and AI-native application scaling.
• Proven sales acumen with a track record of owning revenue outcomes across various deal sizes in a startup context.
• Capability to communicate effectively with developers and founders using technical language without sacrificing clarity.
• A strong perspective on frontend performance, web infrastructure, and the architectural tradeoffs involved in modern development.
• Comfort working in ambiguous environments where you must help define and refine team processes as you go.
• A demonstrated focus on long-term customer success rather than a transactional sales mindset.
• Willingness to embrace new technologies and methodologies, particularly those related to AI agents and automation in sales.
• Strong analytical skills to interpret pipeline data and adjust strategies based on performance metrics.

Nice to have

• Experience selling to startups in a previous role, understanding their unique buying cycles and constraints.
• Familiarity with frontend development tools, frameworks, and deployment workflows.
• Background in leveraging automation tools within a sales or business development context.
• Participation in or knowledge of relevant startup events, conferences, or online communities.

Practical notes

• Compensation includes a competitive salary and equity package.
• Benefits include an inclusive healthcare package, flexible time off, and a work-from-home budget.
• The company provides necessary hardware and supports professional development through mentorship and event attendance.
• This position requires in-office anchor days for those within commuting distance of the London office.