---
title: 'Install Base Manager, Startups at Vercel'
canonical: 'https://feeny.ai/job/install-base-manager-startups-vercel-san-francisco-hn71r349r0jg'
type: 'job'
last_seen: '2026-11-07'
---

# Install Base Manager, Startups at Vercel

- **Company:** Vercel
- **Location:** San Francisco, CA / New York, NY / Austin, TX
- **Work type:** hybrid
- **Posted:** 2026-11-04
- **Last confirmed live:** 2026-11-07
- **Apply:** https://job-boards.greenhouse.io/vercel/jobs/6248603004

## Job description

About Vercel:

Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience.

Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.

About the Role:

We're looking for an experienced, hands-on leader to build, coach, and scale a team of Startup Account Executives focused on growing and scaling our largest and fastest-growing startup customers. These companies are often doubling usage in months, shipping AI-native products, and making decisions that will shape their architecture for years. Your team will be their strategic partner through that growth.

You'll hire, mentor, and develop top talent, and roll up your sleeves to work deals alongside the team. You'll help customers deepen adoption, expand into new use cases across Vercel's platform and Agent Stack, and move to commercial structures that fit their scale. By using AI and automation to maximize your team's impact, you'll turn expansion wins into repeatable playbooks across the startup segment.

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.

About Startups at Vercel:

Vercel Startups partners with founders from the first line of code through hypergrowth. Startups move faster than ever, and the infrastructure decisions they make early either unlock scale or become long-term constraints. The Install Base team partners with our largest and fastest-growing startup customers, helping them scale on Vercel as usage, teams, and ambitions grow, and making sure Vercel stays the foundation they build on as they move toward enterprise.

We're a talent-dense team of former founders, engineers, and go-to-market operators. Many of us have sat on the other side of the table making architectural tradeoffs under real constraints, and we bring that perspective into every conversation. We operate with high trust, high agency, and shared ownership: curious, resilient, and willing to push through hard problems to help startups win.

What You Will Do:

- Build the team
- Hire & Build: Recruit, onboard, and ramp a high-performing team of Install Base Startup AEs.
- Coach & Mentor: Run ongoing coaching, 1:1s, call reviews, and deal strategy sessions to develop reps into trusted partners for founders, CTOs, engineering and finance leaders.
- Hands-On Leadership: Join calls, dig into product demos and architecture conversations, and co-own deals with your team from first outreach through close.
- Run the motion
- Pipeline Generation: Prospect to generate and advance outbound expansion pipeline across the existing customer base, using usage and growth signals to find new contacts, workloads and use cases before customers come to us.
- New Product Adoption: Drive adoption of new products across Vercel’s platform. That means scoping use cases, running POCs with Solutions Architects and proving value before the commercial conversation.
- Commercial Execution: Negotiate and close upsell, cross-sell and commit deals, moving customers from self-serve and early contracts to multi-year, enterprise-grade partnerships.
- Account Strategy & Retention: Build strategic relationships with founders, technical buyers and business stakeholders to get ahead of each account’s next stage of growth. Own net revenue retention and renewals across your book of business.
- Scale the business
- Build the Consumption Playbook: Help design and refine the consumption-based sales motion, creating the playbooks and best practices other sales teams will adopt.
- Cross-Functional Collaboration: Partner with Solutions Architects, Product, Marketing, RevOps, and the Activations and Greenfield teams so customers get what they need to grow and succeed on Vercel.
- Data-Driven Management: Use usage and growth signals to prioritize accounts, track performance against goals, forecast accurately, and drive continuous improvement in execution.

About You:

- 5+ years of SaaS sales experience, ideally in mid-market or high-growth segments, including 2+ years managing Account Executives.
- A full-cycle seller who has generated outbound pipeline, run proofs of concept, and multi-threaded across technical and business stakeholders. You have a history of closing large, complex six-figure-plus SaaS deals.
- A proven track record of hiring, coaching, and developing high-performing sales teams.
- A hands-on leader who thrives as a player-coach.
- Confident leading conversations about AI, infrastructure, and technical products. You don't need to be an engineer, but you must be credible with technical buyers.
- Curiosity about AI-native development and the ability to operate in a fast-paced environment, balancing strategy with execution.

Bonus If You:

- Have sold developer tools, infrastructure, AI/ML products, or other technical platforms to startups.
- Have driven multi-product adoption within existing accounts, growing single-product customers into platform customers.
- Have experience with usage-based or consumption pricing models.
- Have strong cross-functional instincts, from scaling a sales motion to sharing insights company-wide.

Compensation & 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 base pay range for this role is $290,000 - $330,000. 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.

Disclosures:

- Privacy: Please review our [Job Applicant Privacy Policy](https://vercel.com/legal/job-applicant-privacy-notice) for more information on how we handle your data.
- Equal Opportunity: 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.

## About Vercel

## Company Overview
- **One-liner**: Vercel provides cloud infrastructure, developer tools, and frameworks (including Next.js) for building and deploying websites and applications.
- **Entity Type**: Private (Series F, September 2025)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2015 (as ZEIT; rebranded to Vercel in April 2020)
- **Founders**: Guillermo Rauch

## Core Business
- **Primary industries**: Edge computing, web hosting, content delivery network, developer tools
- **Target customers**: B2B – developers, engineering teams, enterprises, and startups building modern web applications
- **Mission / Purpose**: “Agentic infrastructure for every app and agent” — enabling humans and AI to build software together (from [vercel.com/about](https://vercel.com/about))

## Products & Services
- **Next.js**: Open-source React framework for building full-stack web applications (created and maintained by Vercel).
- **Vercel Edge Network**: Global edge infrastructure for serverless compute, static hosting, and dynamic rendering.
- **v0 (AI web development tool)**: Generates front-end code from natural language prompts; winner of a 2025 Webby Award.
- **AI SDK**: Open-source library for building conversational streaming interfaces in JavaScript/TypeScript.
- **Turborepo**: Monorepo build system (acquired in Dec 2021).
- **Fluid (infrastructure model)**: Allows instances to handle multiple concurrent requests like traditional servers while retaining serverless elasticity (introduced 2025).

## Market Standing
- **Valuation**: $9.3 billion (Series F, September 2025)
- **Total Funding**: ~$652 million (Series C $102M in June 2021, $250M in May 2024 at $3.25B valuation, $300M Series F in Sep 2025)
- **Key Metric**: ~900 employees (as of 2026), growing from ~550 in 2025
- **Notable Investors & Partners**: Accel, GIC (co-led Series F); angel investors include Nat Friedman (former GitHub CEO), Jordan Walke (React creator), Naval Ravikant, and others (from [vercel.com/about](https://vercel.com/about))
- **Growth Signals**: Rapid valuation growth ($3.25B to $9.3B in ~16 months); acquisitions of NuxtLabs (Jul 2025), Tremor (Jan 2025), Splitbee (Oct 2022); appointment of Mitchell Hashimoto (HashiCorp co-founder) to board in Mar 2026.

## Competitive Advantages
- **Next.js ecosystem dominance**: Extensive adoption; Vercel controls the most popular React framework, creating a strong lock-in for deployment.
- **Composable architecture**: MACH Alliance member; supports Git-based workflows, serverless, and edge functions.
- **AI-native product suite**: v0 and AI SDK provide unique capabilities for developer productivity and conversational UI.
- **Fast innovation cycle**: Ship-fast culture backed by high funding and strong engineering talent.

## Strategic Focus
- **Agentic infrastructure**: Building the platform where both humans and AI agents build, deploy, and scale software.
- **AI integration**: Deepening capabilities of v0, AI SDK, and AI Gateway; automated infrastructure improvements.
- **Enterprise adoption**: Appointing board members with enterprise experience; expanding sales and partner roles.
- **Fluid model**: Evolving serverless to handle stateful, long-running workloads.

## Why Work Here
- **Culture**: Engineer-driven, ship-fast ethos; 75% of Glassdoor reviewers recommend to a friend; overall rating 4.1/5.0 as of 2026 ([jobsbyculture.com](https://jobsbyculture.com/blog/working-at-vercel-2026))
- **Work model**: Remote-first (U.S. roles also in San Francisco, New York City, Austin); distributed across 54% U.S., 8% U.K., 5% Germany, etc. ([LinkedIn](https://www.linkedin.com/company/vercel))
- **Compensation**: Typical engineering range $180k–$320k (senior roles); benefits and equity are competitive (from [jobsbyculture.com](https://jobsbyculture.com/blog/working-at-vercel-2026))
- **Engineering quality**: High bar for talent; known alumni go to top AI/cloud companies; strong open-source contributions (Next.js, Turborepo, AI SDK)
- **Recent departures do not diminish growth**: Despite some leadership changes (e.g., Head of Mobile left Mar 2026, Director of Commercial Sales left Apr 2026), the company continues to hire heavily (94 active postings as of mid-2026, +2.2% YoY) ([LinkedIn](https://www.linkedin.com/company/vercel))

## Sources
1. [wikipedia.org](https://en.wikipedia.org/wiki/Vercel)
2. [linkedin.com](https://www.linkedin.com/company/vercel)
3. [vercel.com/about](https://vercel.com/about)
4. [vercel.com/careers](https://vercel.com/careers)
5. [jobsbyculture.com](https://jobsbyculture.com/blog/working-at-vercel-2026)

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