Senior Account Executive, Fastly
$251-301.2k
OTE
On-Target Earnings consists of a combination of annual base pay and sales compensation variable target. The standard pay split for this role (i.e. base pay vs. variable target %) is 50/50
More information about location
Edge cloud platform
Be an early applicant
Edge cloud platform
1001+ employees
Be an early applicant
$251-301.2k
OTE
On-Target Earnings consists of a combination of annual base pay and sales compensation variable target. The standard pay split for this role (i.e. base pay vs. variable target %) is 50/50
More information about location
1001+ employees
Company mission
To build a better internet — a safe place where good can thrive.
Role
Who you are
- A self-starter with 5+ years of technology (B2B, SaaS preferred) related sales or NEW business development experience able to demonstrate development, growth, and expansion of territory
- Experience selling to companies in the Southern California region over $1B+ in customer revenue (Mexico City)
- A technical sales background and a strong marketing and business development acumen enable them to drive an engagement at the CTO, CISO, and VP of Digital Experience levels, using ROI models and case studies to justify the need
- Direct field experience and extensive customer network within Enterprise, Fortune 1000 and large multi-divisional/multinational companies
- Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly utilized and desired
- Ability to travel to customer meetings, trade shows, and events as needed, and experience running a sales pipeline and driving partnerships to closure
- BA/BS degree required, major in an Engineering or Business discipline: Finance, Economics, Marketing a plus
- Strong communication and presentation skills
- Passion for working in a multifaceted, collaborative, and purpose driven environment
- Domestic travel up to 50% will be required
- Ability to travel to visit customers and attend trade shows/events will be required for this position
- We’ll be super impressed if you have experience in any of these:
- Experience with selling security technologies, content delivery network services, or website performance through channel partners
- Large Complex organizations with many business units
- Understanding how security plays in the marketplace
What the job involves
- Our sales team engages in a consultative selling approach, learns the individual needs of each customer, and delivers custom solutions
- We focus on creating a positive customer experience in order to build long-standing relationships
- The sales team’s focus is driving revenue, adoption, and market penetration in targeted accounts in a vertical selling motion
- The ideal candidate possesses a technical sales background that enables them to drive an engagement at the CXO, IT architect, and software developer levels
- You should be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly bookings and revenue targets
- Accountable for driving Enterprise ($1B+ in Customer Revenue) new business and logos across multiple verticals (Commerce, Hightech, Fintech, and Education), while meeting or exceeding quota goals in the SoCal region, while meeting or exceeding quota goals, leading all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, path to closure, and account management
- Prepare a territory plan and use all available tools to prospect effectively, achieving activity metrics provided by Sales Managers and sales operations. Adhere to territory assignment and pass off conversations that fall into other reps' areas of responsibility
- Work with the Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans and penetrate new logos and additional business units in large complex organizations
- Effectively and autonomously deliver the Fastly company story, vertical talk track value proposition-based presentations, and product demonstrations to identify a prospect’s issues, recognize requirements, and effectively articulate potential solutions
- Develop a deal framework for all deals set to close, including necessary stakeholders, results, and timelines for both sides. Be able to communicate this effectively to the customer. Coordinate Eval/POC with the customer. Validate success criteria using the appropriate testing methodology
- Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists. Strong ability to close sales, run accurate pipeline and forecast within salesforce.com CRM & Clari
Application process
- Anticipated Posting Close Date: May 30th, 2025
Our take
Internet users around the world have come to expect personalized, real-time digital experiences, but delivering these quickly and securely, while maintaining quality, can be a difficult task for businesses.
Fastly enables the companies to deliver fast, secure, and scalable online experiences. Its edge cloud platform moves data and applications closer to end-users — improving the user experience, putting the power back in developers’ hands, and enabling clients to focus on growing their businesses.
The company has helped several high-profile businesses, including Reddit, Pinterest, Stripe, Epic Games, and more. Its offering is well-regarded in the space, demonstrated by it being named a 2022 Gartner® Peer Insights™ Customers’ Choice for Global CDN, as well as a Leader in The Forrester Wave™: Edge Development Platforms, Q4 2023 report.
Steph
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jan 2019
$40m
SERIES F
Jul 2018
$40m
SERIES F
Total funding: $259m
Company benefits
- Competitive PTO Policies
- Remote or Hybrid Work
- Generous time off for parental leave
- Full medical, dental, and vision coverage
- Short- and long-term disability insurance
- Mental health resources
- 401(k)/retirement plans
- Employee stock purchasing plans (ESPP)
- Reimbursements for learning and development programs
Company HQ
China Basin, San Francisco, CA
Leadership
Artur Bergman
(Chief Architect and Executive Chairperson)Served as the company's CEO until changing roles in 2020. Previously served as CTO at Wikia, and was a Board Member at OpenID Foundation
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