Scaled Commercial Account Executive, Install base

About the role

You will own a broad portfolio of existing Vercel customers and be accountable for both retaining and growing their business within a high-volume book of accounts. You will manage renewals, proactive customer engagement, pipeline generation, and expansion opportunities while learning to prioritize attention based on signals and data. This is a true closing role where you will own revenue outcomes, run end-to-end sales cycles, negotiate renewals and expansions, and build pipeline from within your portfolio. You will operate at scale by leveraging customer data, automation, AI, and repeatable workflows to focus effort where it can have the greatest commercial impact. This role is an ideal next step for an emerging seller transitioning into full-cycle account ownership from SDR, BDR, renewals, account management, customer success, or another customer-facing position. What matters most is that you are commercially driven, eager to learn, and ready to take ownership of a number. If you are based within a pre-determined commuting distance of one of our offices (San Francisco, New York City, Austin, London, or Berlin), the role includes in-office anchor days on Monday, Tuesday, and Friday; otherwise, the role is fully remote.

Key facts

What you'll do

• Own the commercial relationship for a portfolio of existing Vercel customers and drive retention and expansion.
• Manage the renewal process from early preparation through negotiation and close to protect recurring revenue and identify risk.
• Build expansion pipeline by prospecting within existing accounts, reaching new stakeholders, and uncovering new teams, applications, and workloads.
• Run discovery, demonstrations, commercial conversations, and negotiations across a range of renewal and expansion opportunities.
• Use customer signals, product usage, account data, and business context to prioritize the right actions across a large portfolio.
• Re-engage customers with limited activity or unclear growth indicators and develop hypotheses for how Vercel can create additional value.
• Build relationships with developers, engineering leaders, product teams, procurement partners, and business stakeholders.
• Partner with Solutions Architects, Developer Support, Customer Success, Product, and other internal teams to help customers achieve meaningful outcomes.
• Maintain accurate account plans, opportunity details, forecasts, renewal timelines, and next steps in Vercel's systems.
• Use automation, AI, and repeatable workflows to operate efficiently and deliver thoughtful customer engagement at scale.
• Share what you learn and help the team develop scalable plays for renewals, risk mitigation, customer re-engagement, and expansion.
• Develop the technical and commercial skills required to grow into increasingly complex accounts and sales opportunities.
• Conduct pipeline reviews and forecasting to ensure accurate revenue predictions and informed decision-making.
• Collaborate with finance and leadership to align on quota attainment, territory planning, and strategic account priorities.

Requirements

• You have a proven track record of success in sales, with experience in selling technology solutions to enterprise customers.
• You have experience managing a book of business, including renewals, expansions, and pipeline generation.
• You are comfortable working with data, tools, and systems to analyze account health and prioritize actions.
• You have strong communication and presentation skills, with the ability to influence stakeholders at multiple levels.
• You are self-motivated, disciplined, and able to manage your time effectively in a fast-paced environment.
• You have experience using CRM tools to manage pipelines, forecasts, and account plans.
• You are comfortable navigating complex organizational structures and building consensus among stakeholders.
• You are committed to continuous learning and developing your commercial and technical acumen over time.

Nice to have

• Experience selling into developer platforms, infrastructure tools, or cloud-native technology stacks.
• Familiarity with agentic workflows, AI tooling, and how software is evolving toward agent-driven paradigms.
• Background in organizations that operate at scale with high-volume customer relationships and data-driven decision-making.
• Experience working with procurement and legal teams on enterprise negotiations.
• Knowledge of modern CI/CD, deployment, and DevOps practices.

Practical notes

This role operates during standard business hours with flexibility for core collaboration times. Travel may be required to customer sites or Vercel offices as needed within assigned regions. Employment eligibility requirements apply, and sponsorship details should be discussed with the recruiting team for location-specific circumstances.