Description
Vercel's Enterprise sales team is built on people who are technically fluent, commercially sharp, and deeply curious about the companies they sell into. As a Majors AE covering some of the key ANZ market, you will own a curated book of named enterprise accounts and be the primary driver of net-new revenue and platform expansion.
You will work alongside Solutions Engineers, Partner Manager, and cross-functional Vercel stakeholders to bring Vercel's platform into some of the most digitally ambitious and transformational companies in the region.
Responsibilities
- Build and execute multi-year account plans across a curated set of named Major Accounts, with hyperscaler’s, SIs, and agency partners embedded in the strategy from day one
- Drive net-new revenue through outbound ownership, rigorous discovery, executive alignment, and multi-threaded deal execution spanning engineering, product, procurement, legal, and the C-suite
- Translate Vercel's platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation as measurable operational levers
- Own complex commercial negotiations and establish Vercel as a long-term strategic infrastructure partner embedded in your accounts' roadmaps for web and AI transformation
Requirements
- 5–10+ years in enterprise SaaS with a demonstrated track record of closing six and seven-figure deals in major or strategic accounts
- Experienced in partner-influenced or co-sell motions , you know how to activate a hyperscaler or SI/ISV relationship to open doors and accelerate deals, not just name-drop them
- Fluent in English and local language requirements based on the territory you’re focused on;
- Comfortable discussing architecture with a CTO and total cost of ownership with a CFO
- A disciplined account planner who thinks in years, builds executive relationships from scratch, and sequences complex accounts to maximize long-term revenue
- Fluent in MEDDPICC and rigorous about forecast hygiene and CRM discipline
- Able to hold credible, technically grounded conversations with senior engineering and product leadership , without leaning on a solutions engineer as a crutch
- A value seller who leads with business outcomes and customer pain, not feature lists
Bonus if you
- Have a background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML
- Come with existing relationships at AWS, GCP, Azure, or major SI/ISV players active in the ANZ market
- Have experience navigating ELAs, global framework agreements, or enterprise procurement in regulated industries
- Have sold into media, retail, financial services, or digital-native companies , verticals where Vercel has strong traction in the ANZ market
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 Australia based pay range for this role is 388,000 - 524,000 AUD OTE. Actual salary will be based on job-related skills, experience, and location.