Scaled Commercial Account Executive, Install base
$174,000–$221,000 year
HybridSan Francisco, California, United States
Job Summary
Own the commercial relationship for a portfolio of existing Vercel customers by managing renewals from preparation through negotiation, protecting recurring revenue, and identifying risks. Build expansion pipeline by prospecting within accounts, reaching new stakeholders, and uncovering new workloads. Run discovery, demonstrations, and commercial conversations to close opportunities while using customer signals and automation to prioritize actions across a high-volume book. Re-engage customers with limited activity and develop hypotheses for additional value. Partner with internal teams to help customers achieve outcomes and maintain accurate forecasts in our systems. Operate efficiently using AI and repeatable workflows to focus effort where it has the greatest impact.
Required Qualifications
- Experience as an SDR or BDR in a technical, developer-focused, cloud, infrastructure, or product-led growth company
- Experience owning renewals, expansion opportunities, or a revenue target
- Experience progressing and closing smaller commercial opportunities
- Experience working with developers, engineering leaders, product teams, or other technical buyers
- Experience using tools such as Salesforce, Outreach, Gong, LinkedIn Sales Navigator, or ZoomInfo
- Experience experimenting with AI, automation, or self-built workflows to improve how you work
- Aspiration to grow into larger accounts, more complex sales cycles, or future leadership opportunities
- Motivation by owning a revenue target and being accountable for measurable outcomes
- Experience generating pipeline through thoughtful, personalized outreach
- Ability to manage a high volume of accounts, priorities, and deadlines without losing attention to detail
- Comfort initiating conversations, asking direct questions, and creating momentum where little currently exists
- Ability to learn complex technical products quickly and curiosity about how modern web applications and AI products are built
- Ability to connect customer needs to business value and communicate clearly with both technical and non-technical stakeholders
- Sound judgment about where to spend time and when to ask for support
- Organization, reliability, and discipline in managing opportunities, renewals, forecasts, and follow-up
- Coachability and active seeking of feedback as a way to improve
- Team-first mindset, low ego, and willingness to contribute wherever needed
- Proactive behavior without waiting to be told what needs attention
- Resilience, resourcefulness, and energy for working through accounts where the path to growth may not be immediately obvious
- Excitement to learn, willingness to go deep, and ability to translate that learning into better customer conversations
- Location within a pre-determined commuting distance of one of the offices (SF, NY, London, or Berlin) OR ability to work fully remote
- Availability for in-office anchor days on Monday, Tuesday, and Friday (if based within commuting distance)
Desired Qualifications
- Experience as an SDR or BDR in a technical, developer-focused, cloud, infrastructure, or product-led growth company
- Experience owning renewals, expansion opportunities, or a revenue target
- Experience progressing and closing smaller commercial opportunities
- Experience working with developers, engineering leaders, product teams, or other technical buyers
- Experience using tools such as Salesforce, Outreach, Gong, LinkedIn Sales Navigator, or ZoomInfo
- Experimentation with AI, automation, or self-built workflows to improve how you work
- Aspiration to grow into larger accounts, more complex sales cycles, or future leadership opportunities
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