Senior Majors Account Executive - Philadelphia, PA or New Jersey

Vercel

ABOUT VERCEL: 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. 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. 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. We are building the platform for that future, trusted by companies like OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. 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: Vercel's sales team is filled with hardworking, deeply technical people spanning a range of business functions (developers, operations, marketing, product, IT) to help create a new category. We are a fast-growing organization with a strong preference to grow team members and promote from within! You will be the dominant driver of revenue growth and be on the front- lines of evangelizing our platform to both new and existing customers. If you’re based within a pre-determined commuting distance of one of our offices (SF, NY, London, or Berlin), the role includes in-office anchor days on Monday, Tuesday, and Friday. If you're located beyond that distance, the role is fully remote. For location-specific details, please connect with our recruiting team. WHAT YOU WILL DO: * Build and execute multi-year account plans across a curated set of named Major Accounts in DACH, with cloud, SI, and agency partners embedded in the strategy from day one * Develop and activate partner relationships to source pipeline, co-sell into accounts, and accelerate deal cycles * Drive net-new revenue through outbound ownership, deep discovery, executive alignment, and multi-threaded deal execution spanning engineering, product, procurement, legal, and the C-suite * Translate Vercel's platform into board-level narratives around developer productivity, infrastructure consolidation, and AI transformation as operational levers * Own complex commercial negotiations and position Vercel as a long-term strategic infrastructure partner embedded in your accounts' roadmaps for web and AI transformation ABOUT YOU: * 5-10+ years enterprise SaaS, with a track record of closing six and seven-figure deals in major or strategic accounts * Experienced working a partner-influenced or co-sell motion — you know how to activate a hyperscaler or SI/ISV relationship to open doors and accelerate deals, not just list them as references * Fluent in German and English; equally comfortable with a CTO on architecture and a CFO on TCO * A disciplined account planner who thinks in years, builds executive relationships from scratch, and sequences complex accounts to maximise long-term revenue * Fluent in MEDDPICC * Genuinely able to articulate AI and modern web technology - enough to lead credible conversations with senior engineering and product leadership without leaning on a solutions engineer initially * A value seller who leads with business outcomes, not feature lists * A disciplined forecaster and curator of tight systems hygiene BONUS IF YOU: * Have a background in web development, developer tooling, web infrastructure, cloud, or AI/ML platforms * Come equipped with existing relationships with AWS, or other major SI/ISV players active in DACH * Have experience navigating ELAs, global framework agreements, or regulated industry procurement in the DACH market BENEFITS: * Great compensation package and stock options. * 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 - Flexible vacation policy with a recommended 4-weeks per year, and paid holidays. * Remote Friendly - Work with teammates from different time zones across the globe. * We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.

Snowflake

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. An Account Executive on our HCLS team is one of Snowflake's most senior individual contributor sales roles. Our Account Executives are customer obsessed and we believe in the value we can add and stay honest about it. We love to learn, are open to giving and receiving feedback and are passionate about making our clients successful. Our team works to ensure data is accessible, usable and valuable to everyone. This role will be supporting our Healthcare Provider division. YOU MAY BE A GOOD FIT FOR THE TEAM IF YOU: * Act customer first and obsessed with helping customers drive digital transformation. * Think big and demonstrate excellence in the application of technology to solve all kinds of problems. * Possess a “Get it done” and “Own it” philosophy to drive customer success. * Knowledge and experience within the data science, analytics, or big data markets. * Feel comfortable talking with all levels of customer teams from individual contributors to C-level executives using language that appropriately translates complex technical and business information. * Can build trusting relationships with internal and external resources to help you accelerate your customer’s Snowflake journey. IN THIS ROLE YOU WILL GET TO: * Build trusted relationships with Snowflake internal resources, external partners, and client account teams to qualify deals, identify business value, and provide technical guidance in order to set proper expectations to ensure customer satisfaction * Leverage knowledge of a domain or industry to align Snowflake’s value to the customers’ business and technical problems * Immerse yourself in the ever-evolving technology and landscape while maintaining a deep understanding of competitive and complementary technologies and vendors and how to position Snowflake in relation to them. * Conduct discovery meetings to collect, analyze, clarify, and document business requirements during the sales cycle to support the implementation team and produce a detailed solution proposal. * Work hands-on with prospects and customers to deliver standard, customized and/or strategic solution demonstrations, white boarding, presentations, and best practices that showcase functional capabilities, competitive advantages, and business benefits of the Snowflake solutions throughout the sales cycle, from demo to proof of concept to design and implementation. * Guides customers in digital transformation and cloud adoption, understanding where Snowflake integrates with holistic architecture and strategy. * Provide ongoing, post-sales, technical guidance to the customer’s technical team to drive customer utilization of Snowflake and digital transformation success * Collaborate with Product Management, Engineering, and Marketing to continuously improve Snowflake’s products and marketing. ON DAY ONE WE WILL EXPECT YOU TO HAVE: * 10+ years of relevant experience in an enterprise sales role for a SaaS, IaaS, or PaaS company * Experience working with HCLS customers highly preferred * Outstanding presenting skills to both technical and executive audiences * Exceptional problem solving, organizational, decision making and presentation skills * Ability to work in an independent, collaborative and fast paced environment * Bachelor's degree in science, technology, engineering, math or equivalent experience preferred * Ability to travel regionally as needed Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential. Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com

Vercel

ABOUT VERCEL: 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. 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. 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. We are building the platform for that future, trusted by companies like OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. 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: Vercel's Enterprise sales team is built on people who are technically fluent, commercially sharp, and deeply curious about the companies they sell into. As a Majors AE covering some of the key EMEA markets, you will own a curated book of named enterprise accounts and be the primary driver of net-new revenue and platform expansion. You will work alongside Solutions Engineers, Partner Manager, and cross-functional Vercel stakeholders to bring Vercel's platform into some of the most digitally ambitious and transformational companies in the region. If you’re based within a pre-determined commuting distance of one of our offices (SF, NY, London, or Berlin), the role includes in-office anchor days on Monday, Tuesday, and Friday. If you're located beyond that distance, the role is fully remote. For location-specific details, please connect with our recruiting team. WHAT YOU WILL DO: * Build and execute multi-year account plans across a curated set of named Major Accounts, with hyperscaler’s, SIs, and agency partners embedded in the strategy from day one * Drive net-new revenue through outbound ownership, rigorous discovery, executive alignment, and multi-threaded deal execution spanning engineering, product, procurement, legal, and the C-suite * 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 and establish Vercel as a long-term strategic infrastructure partner embedded in your accounts' roadmaps for web and AI transformation   ABOUT YOU: * 5–10+ years in enterprise SaaS with a demonstrated track record of closing six and seven-figure deals in major or strategic accounts * Experienced in partner-influenced or co-sell motions — you know how to activate a hyperscaler or SI/ISV relationship to open doors and accelerate deals, not just name-drop them * Fluent in English and local language requirements based on the territory you’re focused on; * Comfortable discussing architecture with a CTO and total cost of ownership with a CFO * A disciplined account planner who thinks in years, builds executive relationships from scratch, and sequences complex accounts to maximise long-term revenue * 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 business outcomes and customer pain, 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, Azure, or major SI/ISV players active in the UK and Northern Europe markets * Have experience navigating ELAs, global framework agreements, or enterprise procurement in regulated industries * Have sold into media, retail, financial services, or digital-native companies — verticals where Vercel has strong traction in the UK market   BENEFITS: * 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 London based pay range for this role is 200,000 - 230,000 GBP OTE. 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. Your recruiter can share more details during the hiring process.  Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.