Manager, Startup Sales - Greenfield

The role

You will build, coach, and scale a team of senior Startup Account Executives focused on landing net-new, scaling startups. You will drive pipeline creation, manage forecasting, and act as a player-coach to help reps run multi-threaded deal cycles.

What you will do

• Recruit, onboard, and ramp a high-performing team of senior Startup Account Executives.
• Provide ongoing coaching, 1:1s, call reviews, and deal strategy sessions.
• Define territory and segment approach, ICP targeting, and outbound motions.
• Jump into key deals and join customer calls as a player-coach.
• Drive pipeline generation, disciplined qualification, and consistent deal progression.
• Own forecast accuracy, inspect pipeline health, and manage performance.
• Partner with Marketing, RevOps, Product, Solutions Engineering, and Activations teams.
• Use AI and automation to maximize team impact and create repeatable playbooks.

Required qualifications

• 5+ years of SaaS sales experience
• 2+ years managing Account Executives
• Proven track record leading teams to land net-new logos and hit bookings targets
• Strong coaching skills across discovery, qualification, mutual close plans, multi-threading, and negotiation
• Experience building pipeline generation motions
• Comfort leading conversations with founders and technical buyers
• Credibility with engineering stakeholders
• Curiosity about AI-native development
• Willingness to build deep expertise in Vercel and tools shaping how startups build and ship
• Growth mindset, resilience, and strong shared ownership

Nice to have

• Sold developer tools, infrastructure, AI/ML products, or other technical platforms to startups
• Built or scaled a net-new / greenfield sales motion in a startup-focused segment
• Firsthand experience as a founder, early-stage operator, or partner to founders
• Strong cross-functional instincts

Benefits

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

About the company

Vercel is the agentic infrastructure company, helping builders move from idea to production with speed, security, and exceptional developer experience. Their products are used by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.