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Matt Cavallaro — built for Vercel's ANZ Majors book.
Enterprise AE who built the ANZ K-12 market from $0, and builds the AI prototypes he sells with. This site is the proof.
01 · Proof
Numbers pulled straight from the CV. No rounding up.
02 · The Fit
Mapped directly to the JD's “About You” bullets.
Commercial rigor
MEDDPICC and forecast hygiene are explicit core competencies, not buzzwords — 100% median quota attainment over 5 years against a <50% team average is the receipt.
In ANZ SaaS
In ANZ SaaS: same discipline applied to a shorter, faster-moving sales cycle — the muscle transfers, the cadence just gets tighter.
Executive alignment
Led multi-threaded campaigns targeting CIOs, Chief Digital Officers, and Procurement Heads to align cloud infrastructure modernization with institutional outcomes.
In ANZ SaaS
In ANZ SaaS: the counterpart shifts from a CDO to a VP Engineering or CTO — the skill is the same, threading a technical buyer and an economic buyer through one narrative.
Account planning discipline
Built an entirely new market (K-12) from zero while running multi-year procurement cycles across Tier-1 universities and TAFE systems — regulated, multi-stakeholder procurement that's arguably a harder bar than most commercial verticals.
In ANZ SaaS
In ANZ SaaS: territory ownership from day one — public-signal research, hypothesis-driven account plans, validated live rather than assumed.
Technical credibility
Builds Create AI prototypes that replace static architecture slides — real-time app behavior, API orchestration, workflow visibility — for technical decision-makers, hands-on with CLI/terminal prototyping, RAG architectures, and autonomous agents.
In ANZ SaaS
In ANZ SaaS: this site. A Next.js app on the Vercel AI SDK, built and shipped in the time it took to prep for this interview — the exact 'credible without leaning on an SE' bar the role sets.
03 · Technical Fluency
Ask me something. Really.
This is a real, streamed chat built with the Vercel AI SDK, routed through AI Gateway, grounded on a small retrieval layer over this résumé, this plan, and Vercel's product surface — not a scripted demo. It answers as me, in first person, and says “I'd want to validate that” when it doesn't have grounding, the same way I would.
04 · Partner & Ecosystem Motion
I've run this exact motion before — mid-tier partners, a hyperscaler, and GSIs, all in one ecosystem.
The innovation engine
A mid-tier partner ecosystem that became the land-and-expand lever.
Built out an entire mid-tier partner co-sell motion in education that became an innovation engine for the wider edu market — enterprise accounts landed and expanded by leveraging the tech solutions those partners built, not by Salesforce selling direct.
Maps to Vercel
Maps directly to activating Vercel's SI & Solution Partner network (Partner Finder) in ANZ — recruit and enable a mid-tier bench of partners, let their built solutions create the wedge into Majors accounts.
Hyperscaler co-sell
Direct collaboration with AWS on enterprise accounts.
Worked directly with AWS on enterprise accounts, aligning cloud infrastructure modernization with institutional procurement and deployment timelines.
Maps to Vercel
Maps to Vercel's real AWS partnership — the natural co-sell thread for any Majors account already committed to AWS infrastructure, where Vercel sits on top rather than competes.
GSI collaboration & partner-to-partner matchmaking
Filling capability gaps by pairing partners together, not just with the vendor.
Worked with GSIs on enterprise accounts, and proactively forged partnerships between partners — pairing one partner's gap with another's strength — so the ecosystem could keep pace with growing AI demand instead of every gap routing back to Salesforce.
Maps to Vercel
A differentiated, ecosystem-orchestration skill most AEs don't claim: not just selling with a partner, but building the partner network's own capability graph so it can serve the account better than any single partner could alone.
05 · Point of View: Target Accounts
Five ANZ accounts, one per vertical the JD calls out. A hypothesis-driven first pass, built the way I'd actually build a territory plan.
Woolworths Group
RetailAustralia's largest retailer, heavy owned investment in e-commerce/digital and loyalty (Everyday Rewards), under constant pressure to match Amazon-grade experience speed at national scale.
- Likely trigger
- Any public statement on digital/loyalty platform investment or a leadership change in Chief Digital/Technology Officer.
- Entry point
- Infrastructure consolidation + experience-velocity story to a Chief Digital/Technology Officer.
- Land & expand
- Land via a lower-risk property (a campaign microsite or loyalty experience) before expanding into core commerce.
- Vercel capability
- Edge Network + ISR/PPR for national-scale traffic without the ops overhead.
What I'd validate first: Current stack ownership between digital and core commerce teams — who actually owns the property I'd land on.
Cotton On Group
Retail / digital-nativeGeelong-HQ'd global fast-fashion retailer running dozens of storefronts across regions; multi-region performance and speed-to-market are core to the brand's growth model.
- Likely trigger
- A new regional storefront launch or a public complaint/benchmark about site speed in a growth market.
- Entry point
- Global edge performance + faster release cycles across markets, framed to whoever owns multi-region engineering.
- Land & expand
- Prove the model on one region's storefront, then templatize the migration across the remaining markets.
- Vercel capability
- Global Edge Network + Fluid Compute for consistent performance across dozens of regional storefronts.
What I'd validate first: Which regions are already fastest/slowest today, and whether that's infra or a content/CDN problem.
Airwallex
Financial services / digital-nativeMelbourne-born fintech unicorn, API/developer-first product DNA, globally scaling — likely the most "Vercel-native" account on this list.
- Likely trigger
- New market/product launch requiring rapid surface iteration, or a public engineering blog post about DX investment.
- Entry point
- Engineering-led, product-led growth motion — not a migration pitch, a platform-commitment-deepening pitch (AI SDK, observability, Fluid Compute).
- Land & expand
- Start with one high-visibility surface (docs, dashboard, or a new product line) and expand as engineering trust builds.
- Vercel capability
- AI SDK + AI Gateway for any AI-native surfaces they're already building, plus observability for a team that already cares about DX.
What I'd validate first: Whether they're already on Vercel or a competitor, and who owns platform decisions vs. individual product teams.
REA Group / realestate.com.au
Media / marketplaceMajor ASX-listed digital marketplace, huge traffic volumes, search/listing performance directly tied to revenue.
- Likely trigger
- A public performance complaint, a new personalization/search feature announcement, or infrastructure cost commentary in earnings calls.
- Entry point
- Performance + AI-driven personalization narrative to a VP Engineering/CTO, framed around conversion and infrastructure cost at scale.
- Land & expand
- Land on listing search/personalization, expand into the broader marketplace surface as conversion gains prove out.
- Vercel capability
- ISR/PPR for listing pages at scale + AI SDK for personalization without a bespoke ML infra build.
What I'd validate first: Current infra cost-per-listing-view and whether personalization is already in-house or vendor-built.
Judo Bank / Up
Financial services — challenger / digital-nativeDigital-first challenger banks where product iteration speed and a clean, trustworthy digital experience are the whole value proposition.
- Likely trigger
- A new product launch, a rate/feature war with a major bank, or a public statement on engineering velocity as a differentiator.
- Entry point
- Developer velocity as a competitive moat against the majors (CBA/NAB/Westpac/ANZ), positioned to a CTO/Head of Engineering.
- Land & expand
- Regulated-industry procurement rigor becomes the unlock for a CFO/Head of Risk conversation once engineering is bought in.
- Vercel capability
- Fluid Compute + Firewall for a security-conscious, high-velocity fintech engineering org.
What I'd validate first: Current cloud/hosting vendor and whether the constraint is genuinely velocity or actually regulatory sign-off time.
Built from public signals only — company scale, digital ambition, and vertical fit to Vercel's stated ANZ traction. None of these five currently appear on Vercel's public customer list (checked live, August 2026), which reads as whitespace rather than a diligence gap. Before presenting this in the interview, each should be sanity-checked with a tool like BuiltWith or a job-posting search for "Next.js"/"React" in their engineering listings, and ideally a quick check with the Vercel recruiter or SE on existing account ownership.
06 · 30-60-90
What I'd actually do with the first quarter.
Days 1-30
Map the territory
- Map the named account book against public signals: tech stack, engineering job postings, digital investment announcements.
- Map Vercel's partner surface in ANZ — SI/Solution Partner network, AWS relationship — and identify which named accounts already touch it.
- Build the first 5 account plans using the same why/trigger/entry/expand structure as this site's Target Accounts section.
- Shadow SE-led technical conversations to calibrate where I can run point vs. where I still need one.
Days 31-60
Build pipeline
- Convert the top account plans into active outreach — multi-threaded, targeting both a technical buyer and an economic buyer per account.
- Stand up the first co-sell motions with identified SI/hyperscaler partners on 2-3 accounts.
- Get the first qualified opportunities into MEDDPICC-disciplined pipeline with real close dates.
Days 61-90
Prove the model
- First deals in late-stage evaluation with named economic buyers and validated technical champions.
- Refine the account-planning template based on what actually worked in the first 60 days.
- Ramp toward full quota carrying — validated pipeline coverage in place for the next two quarters.
Let's talk about the ANZ Majors book.