Majors Install Base AE

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'll 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

What We're Looking For

• 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, and accelerate upsell and cross-sell motions in complex accounts
• Experienced in partner-influenced or co-sell motions — you know how to activate a hyperscaler or SI relationship to deepen account penetration, not just open doors
• Comfortable discussing architecture with a CTO and total cost of ownership with a CFO — you can flex between technical product conversations and high-level business ROI narratives
• A disciplined account planner who thinks in years, sequences accounts for maximum long-term revenue, and builds executive relationships with intention
• Fluent in MEDDPICC and rigorous about forecast hygiene and CRM discipline
• Able to hold credible, technically grounded conversations with senior engineering and product leadership without leaning on a solutions engineer as a crutch
• A value seller who leads with customer pain and business outcomes, not feature lists

Nice to Have

• Have a background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML
• Come with existing relationships at AWS, GCP, or Azure — or with major SI/agency partners active in the ANZ market
• Have experience navigating ELAs, consumption-based commercial models, or enterprise procurement in regulated industries
• Have sold into or managed accounts in media, retail, financial services, or digital-native companies — verticals where Vercel has strong traction in the ANZ market
• Understand PLG-influenced sales motions — how developer adoption at the team level translates into enterprise expansion

Compensation & Benefits

• The Australia based pay range for this role is 388,000 - 524,000 AUD OTE. Actual salary will be based on job-related skills, experience, and location. The total compensation package may include benefits, equity-based compensation, and other perks.
• 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