GTM Acceleration Lead, Value Selling

Vercel is the agentic infrastructure company. We free people and agents to ship what’s next. Vercel is hiring a GTM Acceleration Lead to own the system that makes Account Executives (AEs) effective in enterprise sales. Build repeatable plays, business value models, and coaching systems. Drive consistent deal creation, progression, and wins. Measure impact on revenue, not content created or trainings delivered.

Responsibilities

Translate Product to Business Value; Map features to outcomes by persona: CTO, VP Engineering, CFO, line of business; Build discovery playbooks with questions, proof plans, and competitive positioning; Create ROI models and business cases with quantified impact; Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections; Build Sales Plays; Design end-to-end plays: buyer, trigger, problem, proof, value, close; Prepare for Consumption Selling; Build deal sizing for year one consumption using usage models; Ensure pre-sales work supports post-sale activation; Create value realization frameworks from first call through expansion; Bridge Engineering, Product, and Sales; Convert launches into field-ready assets within days; Build training with Field Engineering and Product Marketing; Feed field insights to Product and Engineering; Maintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platforms; Build Coaching Systems; Create MEDDPICC coaching tools for managers; Enforce stage-gate discipline across pipeline; Run win/loss analysis for enterprise deals; Use leading indicators: stage conversion, time in stage, POC velocity, multithreading

Requirements

Enterprise AE experience with deals over $100K; Technical fluency in architecture and AI infrastructure; Ability to build ROI models and teach value selling; Systems thinker who builds scalable programs; Builder mindset. Ships v1 and iterates; Cross-functional credibility across Sales, Product, Engineering, Marketing; Force Management (or equivalent) certified

Nice to have

Developer tools or infrastructure sales experience; MEDDPICC or similar methodology; Consumption pricing experience; Proven impact on revenue metrics; Deeply AI pilled, already uses AI to level up others not just self

Benefits

Competitive compensation package, including equity; Inclusive Healthcare Package; Learn and Grow - mentorship and events; Flexible Time Off; Gear and WFH budget; Eligibility for company bonus or variable pay program depending on the role