GTM Acceleration Lead, Value Selling

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 orgProduct surface growth: Translate new launches into field-ready value narratives within one sprintShift to consumption pricing: AEs must size, position, and defend Flex Commit deals with finance buyersThe 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 ValueMap features to outcomes by persona: CTO, VP Engineering, CFO, line of businessBuild discovery playbooks with questions, proof plans, and competitive positioningCreate ROI models and business cases with quantified impactTrain AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objectionsBuild Sales PlaysDesign end-to-end plays: buyer, trigger, problem, proof, value, closeSample plays: Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI GatewayShip v1, test in live deals, iterate from win/loss data and Gong analysisIntegrate with planning, pipeline reviews, and deal reviewsPrepare for Consumption SellingBuild deal sizing for year one consumption using usage modelsEnsure pre-sales work supports post-sale activationCreate value realization frameworks from first call through expansionBridge Engineering, Product, and SalesConvert launches into field-ready assets within daysBuild training with Field Engineering and Product MarketingFeed field insights to Product and EngineeringMaintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platformsBuild Coaching SystemsCreate MEDDPICC coaching tools for managersEnforce stage-gate discipline across pipelineRun win/loss analysis for enterprise dealsUse leading indicators: stage conversion, time in stage, POC velocity, multithreadingWhat This Role Does Not OwnSales operations and CRM workflowsProduct Marketing strategyGeneric training coordinationAbout You:Enterprise AE experience with deals over $100KTechnical fluency in architecture and AI infrastructureAbility to build ROI models and teach value sellingSystems thinker who builds scalable programsBuilder mindset. Ships v1 and iteratesCross-functional credibility across Sales, Product, Engineering, MarketingForce Management (or equivalent) certifiedBonus If You:Developer tools or infrastructure sales experienceMEDDPICC or similar methodologyConsumption pricing experienceProven impact on revenue metricsDeeply AI pilled, already uses AI to level up others not just selfBenefits: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.