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's Enterprise sales team is built on people who are technically fluent, commercially sharp, and deeply curious about the companies they work with. As a Majors Install Base AE covering the ANZ market, you will own a curated book of named enterprise accounts and be the primary driver of net-revenue retention, expansion, and long-term platform depth. This is not a maintenance role — you will be expected to identify whitespace, accelerate adoption of Vercel's newest products, and drive meaningful growth across a portfolio of some of the most digitally ambitious companies in the region. You will work alongside Solutions Engineers, Customer Success, and cross-functional Vercel stakeholders to build strategic account plans rooted in customer outcomes — and to establish Vercel as an indispensable infrastructure partner embedded in your accounts' roadmaps for web and AI transformation.

What You Will Do:

Own a book of named Major Accounts, driving renewals, upsells, and cross-sells to grow account value and ensure strong net revenue retention
Identify and execute expansion opportunities across your portfolio — mapping whitespace, uncovering new teams or use cases, and activating Vercel's newest products (including platform API, AI SDK, and observability tooling)
Build and maintain multi-threaded relationships with key stakeholders and champions across engineering, product, procurement, and the C-suite
Develop and execute strategic account plans aligned with each customer's business goals and Vercel's growth objectives, with hyperscalers, SIs, and agency partners embedded in the strategy from day one
Translate Vercel's platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation as measurable operational levers
Own complex commercial negotiations — renewals, ELA amendments, consumption-based expansions — and position Vercel as a long-term strategic partner
Partner with Solutions Engineering, Customer Success, and Product to deliver customer outcomes and surface feedback that shapes the product roadmap

About You:

5–10+ years in enterprise SaaS with a demonstrated track record of success in install base account management or named account roles
Proven ability to drive expansion — you understand how to identify whitespace; build champions across multiple buying centres; accelerate upsell/cross-sell motions in complex accounts
Experienced in partner-influenced or co-sell motions — know how to activate hyperscaler or SI relationships to deepen account penetration
Comfortable discussing architecture with CTOs & total cost of ownership with CFOs; able to flex between technical product conversations & high-level business ROI narratives
Disciplined account planner thinking in years; sequences accounts for maximum long-term revenue; builds executive relationships intentionally
Fluent in MEDDPICC; rigorous about forecast hygiene & CRM discipline
Able to hold credible technically grounded conversations with senior engineering/product leadership without leaning on solutions engineer as crutch
Value seller leading with customer pain & business outcomes rather than feature lists

Bonus If You:

Background in web development/developer tooling/web infrastructure/cloud platforms/AI/ML
Existing relationships at AWS/GCP/Azure or major SI/agency partners active in ANZ market
Experience navigating ELAs/consumption-based commercial models/enterprise procurement in regulated industries
Sold into or managed accounts in media/retail/financial services/digital-native companies (verticals where Vercel has strong traction in ANZ)
Understand PLG-influenced sales motions—how developer adoption at team level translates into enterprise expansion

Benefits:

Competitive compensation package including equity
Inclusive Healthcare Package
Learn & Grow: mentorship & event attendance for network & skill building
Flexible Time Off
Gear provided plus WFH budget for home office setup