# Greenfield Manager, Startups

**Company**: Vercel
**Location**: San Francisco, New York City
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $280,000 - $330,000
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/vercel/jobs/6248594004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_eb8b2166-f02

## Description

We are seeking a leader to build, coach, and scale a team of senior Startup Account Executives focused on landing net-new, scaling startups on Vercel. The ideal candidate will have 5+ years of SaaS sales experience, including 2+ years managing Account Executives, and a proven track record leading teams to land net-new logos and consistently hit bookings targets.

Responsibilities:

- Hire & Scale: Recruit, onboard, and ramp a high-performing team of senior Startup Account Executives focused on net-new logo acquisition in greenfield territory.

- Coach & Develop: Provide ongoing coaching, 1:1s, call reviews, and deal strategy sessions to sharpen experienced reps into trusted partners for founders, CTOs, and technical leaders.

- Startup GTM Strategy: Define territory and segment approach, ICP targeting, and outbound motions to reach scaling startups at the moments where Vercel can help them build, ship, and scale.

- Player-Coach Leadership: Jump into key deals, join customer calls, and help reps connect technical priorities and architectural decisions to business outcomes across discovery, demos, security, procurement, and negotiation.

- Pipeline & Execution: Drive pipeline generation, disciplined qualification, and consistent deal progression to hit team bookings targets and set customers up for adoption and growth.

- Forecasting & Performance Management: Own forecast accuracy, inspect pipeline health, and manage performance against leading indicators and quota.

- Cross-Functional Collaboration: Partner with Marketing, RevOps, Product, Solutions Engineering, and the Activations and Install Base teams as one team to improve targeting and conversion and help startups adopt AI-native architectures.

- AI, Automation & Repeatable Playbooks: Use AI and automation to maximize team impact, identify patterns across startup needs and usage signals, and turn successful plays into repeatable motions.

Requirements:

- 5+ years of SaaS sales experience, including 2+ years managing Account Executives.

- A proven track record leading teams to land net-new logos and consistently hit bookings targets, with an understanding of how scaling startups evaluate, adopt, and expand on technical platforms.

- Strong coaching skills across discovery, qualification, mutual close plans, multi-threading, and negotiation.

- Experience building pipeline generation motions (outbound + inbound) and holding reps accountable to activity and quality.

- Comfort leading conversations with founders and technical buyers about architectural decisions and business tradeoffs.

- Curiosity about AI-native development and a willingness to build deep expertise in Vercel and the tools shaping how startups build and ship.

Nice to Have:

- Experience selling developer tools, infrastructure, AI/ML products, or other technical platforms to startups.

- Experience building or scaling a net-new / greenfield sales motion in a startup-focused segment.

- Firsthand experience as a founder, early-stage operator, or partner to founders navigating technical and business constraints.

- Strong cross-functional instincts, especially with Solutions Engineering, Marketing, and RevOps.

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 San Francisco, CA base pay range for this role is $280,000 - $330,000.

For more fresh new jobs, check out [yubhub.co](https://yubhub.co/).

## Skills

### Required
- SaaS sales
- team management
- coaching
- pipeline generation
- forecasting
- cross-functional collaboration

### Nice to have
- developer tools
- infrastructure
- AI/ML products
- startup experience

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/vercel/jobs/6248594004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)