Vercel2 дня назад
GTM Acceleration Lead, Value Selling
Зарплата не указана
Hybrid - San Francisco
Обязанности
- 01Translate Product to Business Value: Map features to outcomes by persona (CTO, VP Engineering, CFO, line of business)
- 02Build discovery playbooks with questions, proof plans, and competitive positioning
- 03Create ROI models and business cases with quantified impact
- 04Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections
- 05Build Sales Plays: Design end-to-end plays (buyer, trigger, problem, proof, value, close)
- 06Ship v1 of plays, test in live deals, iterate from win/loss data and Gong analysis
- 07Integrate with planning, pipeline reviews, and deal reviews
- 08Build deal sizing for year one consumption using usage models
- 09Ensure pre-sales work supports post-sale activation
- 10Create value realization frameworks from first call through expansion
- 11Bridge Engineering, Product, and Sales: Convert launches into field-ready assets within days
- 12Build training with Field Engineering and Product Marketing
- 13Feed field insights to Product and Engineering
- 14Maintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platforms
- 15Build Coaching Systems: Create MEDDPICC coaching tools for managers
- 16Enforce stage-gate discipline across pipeline
- 17Run win/loss analysis for enterprise deals
- 18Use leading indicators: stage conversion, time in stage, POC velocity, multithreading
Требования
- 01Enterprise AE experience with deals over $100K
- 02Technical fluency in architecture and AI infrastructure
- 03Ability to build ROI models and teach value selling
- 04Systems thinker who builds scalable programs
- 05Builder mindset. Ships v1 and iterates
- 06Cross-functional credibility across Sales, Product, Engineering, Marketing
- 07Force Management (or equivalent) certified
Условия
- 01In-office anchor days on Monday, Tuesday, and Friday out of one of our offices (SF, NYC, Austin)
- 02Competitive compensation package, including equity
- 03Inclusive Healthcare Package
- 04Learn and Grow - we provide mentorship and send you to events that help you build your network and skills
- 05Flexible Time Off
- 06We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed
- 07The San Francisco, CA base pay range for this role is $189,000 - $231,000
- 08Compensation outside of San Francisco may be adjusted based on employee location
- 09The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role