GTM Acceleration Lead, Value Selling

New York City, United StatesHybrid

Responsibilities

Build repeatable plays, business value models, and coaching systems.
Drive consistent deal creation, progression, and wins.
Map features to outcomes by persona: CTO, VP Engineering, CFO, line of business
Build discovery playbooks with questions, proof plans, and competitive positioning
Create ROI models and business cases with quantified impact
Train AEs on pricing and packaging: Flex Commit, usage estimation, growth models, objections Build Sales Plays
Design end-to-end plays: buyer, trigger, problem, proof, value, close
Integrate with planning, pipeline reviews, and deal reviews Prepare for Consumption Selling
Build deal sizing for year one consumption using usage models
Ensure pre-sales work supports post-sale activation
Create value realization frameworks from first call through expansion Bridge Engineering, Product, and Sales
Build training with Field Engineering and Product Marketing
Maintain competitive positioning for Cloudflare, Netlify, AWS Amplify, and AI platforms Build Coaching Systems
Create MEDDPICC coaching tools for managers
Enforce stage-gate discipline across pipeline

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.
Vercel is hiring a GTM Acceleration Lead to own the system that makes Account Executives (AEs) effective in enterprise sales.
Sample plays: Agent Platform, Composable Commerce, Web Performance, v0 Enterprise, AI Gateway
Enterprise AE experience with deals over $100K
Technical fluency in architecture and AI infrastructure
Ability to build ROI models and teach value selling
Deeply AI pilled, already uses AI to level up others not just self Benefits:

We are building the platform for that future, trusted by companies like OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide .
Force Management (or equivalent) certified Bonus If You:
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.
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.

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.
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.
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:
Measure impact on revenue, not content created or trainings delivered.
Need for repeatability: Replace hero selling with a system that scales across the AE org
Product surface growth: Translate new launches into field-ready value narratives within one sprint
Shift to consumption pricing: AEs must size, position, and defend Flex Commit deals with finance buyers
The 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 Value