Vercel is seeking a Strategic Partnerships Lead to develop key partnerships that drive growth and innovation. This hybrid role involves collaboration with product and engineering teams to create impactful agreements.
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.
What you will do
- Own a named set of strategic partners end to end, from first conversation through signed agreement to launch and growth
- Identify and develop new partnerships with the companies that matter most to Vercel's strategy across AI, cloud, commerce, and enterprise software
- Build the business case: size the opportunity, scope the product and engineering investment it requires, and give leadership a clear recommendation, including when the recommendation is to pass
- Lead negotiations end to end, structuring commercial agreements that are new to Vercel and often new to the partner: revenue share, embedded pricing, co-sell commitments, marketplace terms
- Develop senior relationships on the partner side and bring Vercel executives in where the relationship calls for it
- Lead cross-functional teams across Product, Engineering, Sales, Marketing, Finance, and Legal to take a signed agreement to launch
- Advise Vercel leadership on where the ecosystem is moving and what it means for our roadmap
- Run deals with structure: clear milestones, agreed measures of success on both sides, and the judgment to stop the ones that are not working
About you
- 8+ years developing, negotiating, and executing complex commercial agreements, ideally at a platform, infrastructure, cloud, or developer tools company
- A track record of initiating partnerships that had no precedent, with companies significantly larger than your own. You can walk through the terms you won and the ones you gave up
- Experience structuring deals with significant technical surface area: platform integrations, embedded or whitelabeled product, licensing, infrastructure and compute commitments. You can hold a credible conversation with a partner's product and engineering teams about agents, inference, model routing, and cloud infrastructure
- Experience creating and driving strategy, and getting an organization to fund it
- Comfortable leading cross-functional teams you do not manage, through Product, Engineering, Legal, Finance, and Sales
- Strong agency and comfort with ambiguity. You decide what to work on and can defend the choice
- Speed. You move quickly and decisively, and you keep large deals from stalling
- Excellent written and verbal communication with executives on both sides of the table
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 $XXX,XXX.XX - $XXX,XXX.XX. 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.