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 you 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

Bonus if you

• 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

Benefits & Compensation:

• 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

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 eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.