Account Executive, Majors – Install Base

Vercel

Account Executive managing Major Accounts for Vercel's Enterprise sales team in the APAC region. Driving revenue retention, expansion, and strategic account planning for major clients.

Posted 6/25/2026full-timeSydney • 🇦🇺 AustraliaMid-LevelSenior💰 A$388,000 - A$524,000 per yearWebsite

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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.

Benefits

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise SaaSaccount managementcommercial negotiationsstrategic account planningtechnical product conversationsbusiness ROI narrativesMEDDPICCCRM disciplinedeveloper velocityAI-driven transformation

Soft Skills

relationship buildingstrategic thinkingcustomer pain identificationbusiness outcome focusexecutive relationship managementdisciplined planningflexibility in communicationcollaborationnegotiationinfluencing