Account Executive, Majors- Install Base (APAC)

The role

You will own a book of named enterprise accounts in the ANZ market to drive net-revenue retention, expansion, and platform depth. You will build strategic account plans and multi-threaded relationships to establish Vercel as an infrastructure partner.

What you will do

• Own a book of named Major Accounts to drive renewals, upsells, and cross-sells
• Identify and execute expansion opportunities across the portfolio
• Build and maintain multi-threaded relationships with stakeholders in engineering, product, procurement, and the C-suite
• Develop and execute strategic account plans aligned with customer business goals
• Translate the platform into board-level narratives regarding developer velocity and AI transformation
• Own complex commercial negotiations including renewals and ELA amendments
• Partner with Solutions Engineering, Customer Success, and Product to deliver customer outcomes

Required qualifications

• 5–10+ years in enterprise SaaS with success in install base, account management, or named account roles
• Proven ability to drive expansion and build champions across multiple buying centres
• Experienced in partner-influenced or co-sell motions
• Comfortable discussing architecture with a CTO and total cost of ownership with a CFO
• Disciplined account planner
• Fluent in MEDDPICC
• Rigorous about forecast hygiene and CRM discipline
• Able to hold credible, technically grounded conversations with senior engineering and product leadership
• A value seller who leads with customer pain and business outcomes

Nice to have

• Background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML
• Existing relationships at AWS, GCP, or Azure
• Existing relationships with major SI/agency partners active in the ANZ market
• Experience navigating ELAs, consumption-based commercial models, or enterprise procurement in regulated industries
• Experience selling into or managing accounts in media, retail, financial services, or digital-native companies
• Understand PLG-influenced sales motions

Benefits

• Competitive compensation package, including equity
• Inclusive Healthcare Package
• Mentorship and events to build network and skills
• Flexible Time Off
• Equipment for the role
• WFH budget

About the company

Vercel is the agentic infrastructure company that helps builders move from idea to production. The company is trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.