Description
Vercel's Enterprise sales team is built on people who are technically fluent, commercially sharp, and deeply curious about the companies they work with. As a Majors Install Base AE covering the ANZ market, you will own a curated book of named enterprise accounts and be the primary driver of net-revenue retention, expansion, and long-term platform depth.
You will work alongside Solutions Engineers, Customer Success, and cross-functional Vercel stakeholders to build strategic account plans rooted in customer outcomes , and to establish Vercel as an indispensable infrastructure partner embedded in your accounts' roadmaps for web and AI transformation.
Responsibilities:
- Own a book of named Major Accounts, driving renewals, upsells, and cross-sells to grow account value and ensure strong net revenue retention
- Identify and execute expansion opportunities across your portfolio , mapping whitespace, uncovering new teams or use cases, and activating Vercel's newest products (including platform API, AI SDK, and observability tooling)
- Build and maintain multi-threaded relationships with key stakeholders and champions across engineering, product, procurement, and the C-suite
- Develop and execute strategic account plans aligned with each customer's business goals and Vercel's growth objectives, with hyperscalers, SIs, and agency partners embedded in the strategy from day one
- 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 , renewals, ELA amendments, consumption-based expansions , and position Vercel as a long-term strategic partner
- Partner with Solutions Engineering, Customer Success, and Product to deliver customer outcomes and surface feedback that shapes the product roadmap
Requirements:
- 5–10+ years in enterprise SaaS with a demonstrated track record of success in install base, account management, or named account roles
- Proven ability to drive expansion , you understand how to identify whitespace, build champions across multiple buying centres, and accelerate upsell and cross-sell motions in complex accounts
- Experienced in partner-influenced or co-sell motions , you know how to activate a hyperscaler or SI relationship to deepen account penetration, not just open doors
- Comfortable discussing architecture with a CTO and total cost of ownership with a CFO , you can flex between technical product conversations and high-level business ROI narratives
- A disciplined account planner who thinks in years, sequences accounts for maximum long-term revenue, and builds executive relationships with intention
- 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 customer pain and business outcomes, not feature lists
Nice to have:
- Background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML
- Existing relationships at AWS, GCP, or Azure , or with major SI/agency partners active in the ANZ market
- Experience navigating ELAs, consumption-based commercial models, or enterprise procurement in regulated industries
- Sold into or managed accounts in media, retail, financial services, or digital-native companies , verticals where Vercel has strong traction in the ANZ market
- Understanding of PLG-influenced sales motions , how developer adoption at the team level translates into enterprise expansion
Benefits & Compensation:
- Competitive compensation package, including equity
- Inclusive Healthcare Package
- Learn and Grow , mentorship and events to build your network and skills
- Flexible Time Off
- Gear and WFH budget provided
The Australia based pay range for this role is 388,000 - 524,000 AUD OTE.