Commercial Account Executive, Greenfield

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 STARTUPS @ VERCEL The Vercel Startups org exists to help founders navigate the shift to AI-native development with confidence. Startups move faster than ever—what used to take years now happens in days—and the decisions founders make early can either unlock scale or become long-term constraints. We partner with startups at the critical moments where technical, commercial, and strategic support starts to matter most. We’re a talent-dense team made up of former founders, engineers, and experienced go-to-market operators who bring firsthand experience building, scaling, and supporting modern software companies. Many of us have sat on the other side of the table, making architectural decisions, navigating tradeoffs, and scaling under real constraints, and we bring that perspective into every customer interaction. We operate with a growth mindset and strong shared ownership. We dig deep to understand our customers, work closely across functions as one team, and find ways to win even when the path forward isn’t obvious. Resilience, curiosity, and a willingness to push through hard problems are table stakes here. This is a team for people who want to operate with high trust, high agency, and high impact — alongside peers who care deeply about helping startups succeed. ABOUT THE ROLE You are an expert in Vercel, you have incredible pattern recognition, and are at the bleeding edge of the tech and tools defining how we live and work. In this role, you'll help startups unlock Vercel's full value from adoption through scaling—building relationships with founders and technical leaders who are making critical architectural decisions. You'll analyze usage patterns to identify expansion opportunities, coordinate cross-functional teams to drive outcomes, and guide teams as they adopt AI-native architectures. By leveraging automation and AI to maximize your impact, you'll help refine early plays into repeatable playbooks that scale across our startup portfolio. If you’re based within commuting distance of our London office, the role includes in-office anchor days.  WHAT YOU WILL DO * Build trusted relationships with founders, developers, and technical leaders by quickly developing deep understanding of their architecture, use cases, and technical constraints * Landing new logos, driving early activation, and making Vercel the default choice before competitors get in * Driving first activation, earning trust fast, and positioning Vercel as the obvious default stack * Focus on pipeline generation, outbound, identifying high-potential startups early * Partner with founders and developers as they adopt AI-native features and architectures, helping them understand how Vercel’s Frontend Cloud fits into a rapidly evolving developer ecosystem and supports new workloads, performance requirements, and scaling patterns * Use automation, agents, and self-built workflows to operate at high leverage and focus time and energy on the most impactful customer work * Operate comfortably in an evolving environment, helping refine early motions and turn what works into repeatable playbooks ABOUT YOU We’re looking for someone who sits at the intersection of technical curiosity, commercial excellence, and startup mindset. You identify pattern recognition, have founder empathy, and have the ability to speak credibly to pre-seed through Series D companies and beyond who are making fast decisions. You might be a great fit if you’ve developed this skill set through a range of paths—whether as a builder, founder, engineer, or in a technical go-to-market role—and you bring strong judgment, ownership, and curiosity to how you work. In practice, this looks like someone who: * Learns complex technical products quickly and enjoys reasoning about how modern web and AI-native applications are built and scaled * Can speak comfortably with developers and founders, using their language and earning credibility through insight rather than titles * Has strong sales acumen and experience owning revenue outcomes across a range of deal sizes and complexities * Believes that the best revenue outcomes come from deeply successful customers, not transactional selling * Brings a thoughtful, opinionated point of view on modern web infrastructure, frontend performance, and scaling tradeoffs * Thrives in ambiguity and enjoys shaping how a team and motion evolves from early to more structured * Is energized by ownership, accountability, and helping customers make smart decisions WHAT THIS ROLE IS NOT * Not a pure Customer Success role focused on reactive support * Not a transactional sales role detached from customer outcomes * Not a highly scripted role with narrow ownership or predefined motions This role requires judgment, curiosity, and comfort operating across technical, strategic, and commercial dimensions. 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 San Francisco, CA OTE range for this role is $170,000-$209,000. 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. 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.

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: We're looking for an experienced and hands-on Sales Leader to build, coach, and scale a high-performing Commercial AE team. You'll be a coach who not only leads, hires, mentors, and develops top talent, but also rolls up your sleeves to work deals alongside the team. This leader will be instrumental in helping customers and prospects realize the full value of Vercel. This role is hybrid. 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. WHAT YOU WILL DO: * Hire & Build: Recruit, onboard, and ramp a high-performing team of Commercial AEs. * Coach & Mentor: Provide ongoing coaching, 1:1s, and deal strategy sessions to develop reps into top performers. * Sales Strategy: Engage directly with technical buyers, engineering leaders, and business stakeholders to drive pipeline and close business. * Hands-On Leadership: Roll up your sleeves to join calls, dig into product demos, and co-create sales motions with your team. * Pipeline & Execution: Partner closely with team to generate pipeline, advance opportunities, and close business across the commercial segment. * Collaboration: Work cross-functionally with Customer Success, Marketing, Product, and Solution Engineers to ensure customers get the resources they need to grow and succeed on Vercel. * Data-Driven Management: Track performance against goals, forecast accurately, and drive continuous improvement in sales execution. ABOUT YOU: * 5+ years of SaaS sales experience, with at least 2+ years managing Account Executives. * Experience running a commercial or mid-market AE motion — new logo, install base, or both. * Proven track record of hiring, coaching, and developing high-performing sales teams. * Hands-on leader who thrives in a player-coach role. * Comfort leading conversations about AI, data, and technical products (no need to be an engineer, but must be credible with technical buyers). * Strong deal execution skills with a history of closing six-figure SaaS deals. * Ability to operate in a fast-paced startup environment, balancing strategy with execution. BONUS IF YOU: * Have experience selling developer tools, AI/ML products, or other technical platforms. * Have prior experience building out a commercial sales motion from scratch. * Have strong cross-functional instincts — especially with Customer Success and post-sale teams. 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. * Relocation support for move to SF or NYC. The San Francisco, CA OTE pay range for this role is $270,000-$360,000. 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. 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.

Trustpilot

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest open customer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust! At Trustpilot, we’re on a mission to make the world a little more trustworthy by empowering businesses through authentic customer feedback. Our team is a vibrant mix of multinational customer experience specialists who thrive on collaboration, problem-solving, and out-of-the-box thinking. We pride ourselves on being effective listeners and troubleshooters, always ready to tackle challenges together. As a Senior Enterprise Account Executive at Trustpilot, you won’t just be selling a product; you’ll be part of a dynamic Sales team filled with hard-working and motivated professionals who share a passion for delivering exceptional support and value to our diverse customer base. Here, you’ll find that your hard work and dedication are recognized and celebrated. With an empowered and supportive leadership team and peers who inspire each other to excel, you’ll have the tools and resources you need to achieve your targets and grow your career.  We believe that success should be enjoyable, and we make sure that fun is part of the journey. If you’re ready to take on new challenges, make meaningful connections, and be part of a team that is shaping the future of customer experience, then Trustpilot is the place for you! What You’ll Be Doing * Direct the full sales cycle from inception to close, strategically guiding enterprise clients through each stage of the process focusing on high-priority Tier 1 accounts. * Act as a foundational builder for our organization, contributing to the development and refinement of our sales frameworks and operational strategies. * Uncover and capture new vertical opportunities by translating Trustpilot’s value into high-growth greenfield markets. * Conduct outbound sales calls and meetings with C-level executives across various industries, building strong relationships and driving interest with the support of the Enterprise ADR Team’s lead generation efforts. * Drive accurate and ambitious forecasting by maintaining and managing your pipeline efficiently using Salesforce. * Achieve and consistently exceed quarterly sales goals while driving revenue growth for the Enterprise segment. * Collaborate with cross-functional teams to ensure a smooth transition for clients from sales to implementation. Winning together is critical. Who You Are * Extensive inside sales experience in a fast-paced and growing environment, preferably in SaaS or technology sectors. * Embrace a "challenger" mindset, leveraging your deep industry expertise to iterate on our sales processes and drive the evolution of our Enterprise function. * Deeply skilled in comprehensive discovery and navigating complex organizations, with a focus on cultivating trust-based momentum to drive contract value and improve the customer journey. * Proven ability to qualify leads, reach the right contacts, prioritize your pipeline, and successfully close deals. * Strong understanding of the organizational structure within upper mid-size to large enterprises, enabling effective navigation of sales processes. * Ability to thrive in a performance-oriented environment with a focus on achieving efficient sales cycles and driving high initial contract value. * Familiarity with e-commerce, online marketing, and social media trends that can enhance sales strategies and client engagement. What’s in it for you * A competitive base salary ranging from $124,000-$144,000 gross per year plus a competitive commission structure. The base salary range stated doesn't include any variable pay such as bonuses or commission, awards made under Trustpilot's equity program, or other benefits. * A range of flexible working options to dedicate time to what matters to you * 20 vacation days + 2 personal days +10 paid holidays per year * Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community * Rich learning and development opportunities supported through the Trustpilot Academy, LinkedIn Learning and Blinkist * Full health insurance * 401k matching your contributions dollar-for-dollar up to 4% of your base salary * 24/7 Employee Assistance Plan and full access to Headspace, a popular mindfulness app to promote positive mental health * Paid parental leave for employees who have been employed for over 6 months with full full scope of benefit after 12 months * Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials * A friendly, fun and open office complete with an onsite gym, gaming room and fully stocked fridge with ever changing snacks and drinks * Communal lunch, extra treats and events in the month -- think ice cream carts, coffee bars and massages, to name a few  Still not sure? We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We’re excited to hear about your experiences as well as how you will contribute to our working culture. So, even if you don’t feel you don't meet all the requirements, we'd still really like to hear from you! #LI-JL1 About us Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever — to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent, and impartial — we help consumers make the right choices and businesses to build trust, grow and improve. Today, we have more than 350 million reviews and 60 million monthly active users across the globe, with 149 billion annual Trustpilot brand impressions, and the numbers keep growing. We have more than 1000 employees and we’re headquartered in Copenhagen, with operations in  Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York.  We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas.  Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go. Join us at the heart of trust. Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust. Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy. If you have a disability and would like to discuss any adjustments you might need either in submitting your application, or to the recruitment process more generally, please let us know by contacting our Talent Acquisition Team (talent.acquisition@trustpilot.com) quoting the role you wish to apply for.