GTM Acceleration Lead, Value Selling

About the Role:

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.

Why This Role Exists:

• Need for repeatability: Replace hero selling with a system that scales across the AE org
• Product surface growth: Translate new launches into field-ready value narratives within one sprint
• Shift to consumption pricing: AEs must size, position, and defend Flex Commit deals with finance buyers

The role includes in-office anchor days on Monday, Tuesday, and Friday out of one of our offices (SF, NYC, Austin).

What You Will Do:

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
• Sample plays: Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI Gateway
• Ship v1, test in live deals, iterate from win/loss data and Gong analysis
• Integrate with planning, pipeline reviews, and deal reviews

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

What This Role Does Not Own

• Sales operations and CRM workflows
• Product Marketing strategy
• Generic training coordination

About You:

• 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

Bonus If You:

• 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 - 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 $189,000 - $231,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process. 

Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.