GTM Acceleration Lead, Value Selling

GTM Acceleration Lead, Value Selling Skip to content Copy Wordmark Copy Logo Download Brand Assets Brand Guidelines Products Agent Stack AI SDK AI Gateway Sandbox Passport Connect eve Core Platform Security Content Delivery Fluid Compute Observability Workflows CI/CD Tools Next.js Vercel Agent Vercel Plugin Domains↗ v0↗ Resources Learn Docs About Blog Changelog Knowledge Base Build AI Apps Web Apps Marketing Sites Platforms Commerce Explore Customers Marketplace Partner Finder AWS Community↗ EnterprisePricing Get a DemoLog InSign Up Ask AIDashboard Products Agent Stack AI SDK AI Gateway Sandbox Passport Connect eve Core Platform Security Content Delivery Fluid Compute Observability Workflows CI/CD Tools Next.js Vercel Agent Vercel Plugin Domains↗ v0↗ Resources Learn Docs About Blog Changelog Knowledge Base Build AI Apps Web Apps Marketing Sites Platforms Commerce Explore Customers Marketplace Partner Finder AWS Community↗ Enterprise Pricing Get a DemoLog InSign Up Sales Austin, New York City, San Francisco Full Time GTM Acceleration Lead, Value Selling Careers / Sales Sales Austin, New York City, San Francisco Full Time About Vercel: Vercel is the agentic infrastructure company. We free people and agents to ship what’s next. For more than a decade, Vercel has shaped how the web is built. As the team behind Next.js, v0, and AI SDK, we create products that help builders move from idea to production with speed, security, and exceptional developer experience. Now, software is entering a new era, and the next generation of products will not just be used by people. They will be built, extended, and operated by agents. We are building the platform for that future, trusted by companies like OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. Whether you’re building our products, supporting our customers, growing our community, or shaping our story, you’ll help define what comes next. 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. Apply for Role Apply Now. Tell us why you’d be a good fit for the GTM Acceleration Lead, Value Selling role. 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Are you currently based in any of these countries? Please note these are the only countries where we are accepting applications ​United States​Germany​United Kingdom​Argentina​Australia​Canada​India​Japan​Other Will you require Visa Sponsorship now, or in the future? ​Yes​No Your authorization to work in the country where you live. Please choose the option that describes your work authorization. ​I am authorized to work in the country due to my nationality​I am authorized to work in the country based on a valid work permit and do not need a company to sponsor my visa​I am authorized to work in the country based on a valid work permit which needs to be sponsored by the company I work for​I am not authorized to work in the country and need visa support​Other Do you live in one of the following states? Alabama, Alaska, Delaware, Kansas, Maine, Mississippi, Montana, Nebraska, New Mexico, North Dakota, South Dakota, West Virginia, or Wyoming. ​Yes​No This role is hybrid (3 days/week) based out of our SF, NYC, or Austin office. Are you committing to this hybrid set up? ​Yes​No Where did you first hear about this role? ​Events​Built In​LinkedIn​Google Search​Advertisements​Other job boards​LLMs (ChatGPT, etc.)​I'm a Vercel customer​Referral from a Vercel customer​Referral from a Vercel team member​Social media (X, Instagram, YouTube, etc.)​Other Content (news articles, podcasts, blogs)​Developer communities (GitHub, Hacker News, Reddit, etc.)​Other By submitting my application, I acknowledge that I have read and understand Vercel’s Job Applicant Privacy Notice ↗ ​Acknowledge/Confirm Please double-check all the informati