Vercel Sales Operations Lead role at Vercel partnering with Majors and Verticals sales leadership to drive strategy, programs, and operating cadences. Responsible for territory design, sales plays, forecasting, and pipeline inspection.
Responsibilities
At Vercel, the Revenue Operations team plays a critical strategic role in our growth. We empower our GTM teams with the systems, strategy, and insights they need to be successful. By aligning people, processes, and technology across Marketing, Sales, and Field Engineering, we optimize the entire customer journey and build a scalable revenue engine that drives Vercel forward.
We're seeking a Sales Operations Lead to function as the operating partner to our Majors and Verticals sales organization in the US. You'll align directly to our sales leaders and their account executives, owning the strategy, programs, and operating cadences that make the segment successful— from territory design and sales plays to forecasting, quarterly business reviews, and pipeline inspection. You'll partner closely with Sales Leadership, Sales Development, Finance, and GTM Systems to sharpen our segment and vertical strategy, optimize the seller experience, and drive measurable revenue growth across our Majors motions.
This is a high-impact IC role for someone who thrives at the intersection of strategy and execution. Much of the infrastructure is already in place— a homegrown forecasting platform, weekly pipeline plan reviews, strong data foundation— so your job is to run the business on top of it, close the gaps, and define how Vercel scales into new verticals and wins in large enterprise. This is a hybrid role based in San Francisco or New York City, with three days a week in the office.
Serve as the strategic and operational partner to Majors Sales Leadership— owning the segment's operating rhythm and using pipeline, win/loss, deal velocity, and retention analysis to advise on where and how to grow the business
Run core operating cadences, including weekly pipeline plan reviews, forecast calls, and monthly and quarterly business reviews— defining the metrics the team manages to, driving forecast rigor and pipeline health in our forecasting platform and Salesforce, surfacing renewal risk and upside early, and holding the team accountable on follow-through
Own territory and account planning for the segment: build the thesis behind each book (vertical, regional, or play-aligned), run carves and account transitions, manage rules of engagement between teams, and partner with Finance and Sales Leadership on capacity modeling, target setting, and annual planning
Design and operationalize sales plays and growth programs: sizing the addressable market, defining the motion, equipping the field with insights, and measuring what works
Partner with Sales Development on account prioritization, outbound programs, and crediting processes that accelerate Majors pipeline
Collaborate with GTM Systems, Engineering and Data to ship scalable tooling, automation, and AI-driven workflows (e.g. account prioritization agents, automated carves, deal and call insights) that remove manual work from sellers and leaders
Lead enablement and change management for new processes, operating changes, and planning rollouts affecting the Majors teams— and own the operational onboarding of new reps and leaders, from book assignment and tooling to how we run the business
Qualification
8+ years in Sales Strategy & OperationsExperience with territory designSalesforce expertise (reportingOwnership mindset— accountable
Required
8+ years in Sales Strategy & Operations, Revenue Operations, or GTM Strategy at a high-growth technology company, with experience directly supporting enterprise or majors sales teams
Track record as a high-impact IC— either broad, hands-on ownership at a scaling startup or an explicit enterprise or majors focus at a larger company
Proven ability to run operating cadences for senior sales leaders and turn them into decisions: you know what a good QBR, forecast call, and pipeline review look like and how to instrument them
Experience with territory design, account planning, capacity modeling, and target setting in partnership with Finance and Sales Leadership
Salesforce expertise (reporting, dashboards) and strong analytical skills in Excel/Google Sheets and BI platforms, with SQL preferred; able to turn complex data into clear recommendations for executive and front-line audiences
Ownership mindset— accountable, resourceful, able to turn ambiguity into action, and effective at building alignment with senior stakeholders across Sales, Finance, and Systems
Have worked in a consumption or usage-based business, or at a developer tools, infrastructure, or cloud platform company with both PLG and enterprise sales motions
Have built or run vertical or industry-specific sales plays at an enterprise software company
Have a point of view on how AI and automation can transform sales operations— and have shipped something that demonstrates it
