GTM Acceleration Lead, Value Selling

<div class="content-intro"><h2>About Vercel:</h2> <p><span data-sheets-root="1">Vercel is the agentic infrastructure company. We free people and agents to ship what’s next.</span></p> <p><span data-sheets-root="1">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.</span></p> <p><span data-sheets-root="1">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.</span></p> <p><span data-sheets-root="1">We are building the platform for that future, trusted by companies like&nbsp;<strong>OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide</strong>. Whether you’re building our products, supporting our customers, growing our community, or shaping our story, you’ll help define what comes next.</span></p></div><h2>About the Role:</h2> <p>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.</p> <p>Why This Role Exists:</p> <ul> <li><strong>Need for repeatability:</strong> Replace hero selling with a system that scales across the AE org</li> <li><strong>Product surface growth:</strong> Translate new launches into field-ready value narratives within one sprint</li> <li><strong>Shift to consumption pricing:</strong> AEs must size, position, and defend Flex Commit deals with finance buyers</li> </ul> <p>The role includes in-office anchor days on Monday, Tuesday, and Friday out of one of our offices (SF, NYC, Austin).</p> <h2>What You Will Do:</h2> <h3>Translate Product to Business Value</h3> <ul> <li>Map features to outcomes by persona: CTO, VP Engineering, CFO, line of business</li> <li>Build discovery playbooks with questions, proof plans, and competitive positioning</li> <li>Create ROI models and business cases with quantified impact</li> <li>Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections</li> </ul> <h3>Build Sales Plays</h3> <ul> <li>Design end-to-end plays: buyer, trigger, problem, proof, value, close</li> <li>Sample plays: Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI Gateway</li> <li>Ship v1, test in live deals, iterate from win/loss data and Gong analysis</li> <li>Integrate with planning, pipeline reviews, and deal reviews</li> </ul> <h3>Prepare for Consumption Selling</h3> <ul> <li>Build deal sizing for year one consumption using usage models</li> <li>Ensure pre-sales work supports post-sale activation</li> <li>Create value realization frameworks from first call through expansion</li> </ul> <h3>Bridge Engineering, Product, and Sales</h3> <ul> <li>Convert launches into field-ready assets within days</li> <li>Build training with Field Engineering and Product Marketing</li> <li>Feed field insights to Product and Engineering</li> <li>Maintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platforms</li> </ul> <h3>Build Coaching Systems</h3> <ul> <li>Create MEDDPICC coaching tools for managers</li> <li>Enforce stage-gate discipline across pipeline</li> <li>Run win/loss analysis for enterprise deals</li> <li>Use leading indicators: stage conversion, time in stage, POC velocity, multithreading</li> </ul> <h3>What This Role Does Not Own</h3> <ul> <li>Sales operations and CRM workflows</li> <li>Product Marketing strategy</li> <li>Generic training coordination</li> </ul> <h2>About You:</h2> <ul> <li>Enterprise AE experience with deals over $100K</li> <li>Technical fluency in architecture and AI infrastructure</li> <li>Ability to build ROI models and teach value selling</li> <li>Systems thinker who builds scalable programs</li> <li>Builder mindset. Ships v1 and iterates</li> <li>Cross-functional credibility across Sales, Product, Engineering, Marketing</li>