Vercel10 дней назад

Account Executive, Majors- Install Base (APAC)

Hybrid - Sydney

Обязанности

01Own a book of named Major Accounts, driving renewals, upsells, and cross-sells to grow account value and ensure strong net revenue retention
02Identify 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)
03Build and maintain multi-threaded relationships with key stakeholders and champions across engineering, product, procurement, and the C-suite
04Develop and execute strategic account plans aligned with each customer's business goals and Vercel's growth objectives
05Translate Vercel's platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation as measurable operational levers
06Own complex commercial negotiations — renewals, ELA amendments, consumption-based expansions — and position Vercel as a long-term strategic partner
07Partner with Solutions Engineering, Customer Success, and Product to deliver customer outcomes and surface feedback that shapes the product roadmap

015–10+ years in enterprise SaaS with a demonstrated track record of success in install base, account management, or named account roles
02Proven 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
03Experienced 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
04Comfortable 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
05A disciplined account planner who thinks in years, sequences accounts for maximum long-term revenue, and builds executive relationships with intention
06Fluent in MEDDPICC and rigorous about forecast hygiene and CRM discipline
07Able to hold credible, technically grounded conversations with senior engineering and product leadership without leaning on a solutions engineer as a crutch
08A value seller who leads with customer pain and business outcomes, not feature lists

01Competitive compensation package, including equity
02Inclusive Healthcare Package
03Learn and Grow — we provide mentorship and send you to events that help you build your network and skills
04Flexible Time Off
05We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed
06The Australia based pay range for this role is 388,000 - 524,000 AUD OTE