Greenfield Manager, Startups

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.