Senior Manager of Sales Development, Fastly
$199.3-239.1k
OTE
70/30. + Eligible to participate in Fastly’s global sales compensation plan
More information about location
3 days a week in office
Edge cloud platform
Be an early applicant
Edge cloud platform
1001+ employees
Be an early applicant
$199.3-239.1k
OTE
70/30. + Eligible to participate in Fastly’s global sales compensation plan
More information about location
3 days a week in office
1001+ employees
Company mission
To build a better internet — a safe place where good can thrive.
Role
Who you are
- 5+ years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organizations both in-office and remote
- Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role)
- Experience with account-based marketing/selling strategies and tools
- Strong analytical skills with experience developing sophisticated prospecting systems
- Experience with modern sales and prospecting tools such as Salesforce, LinkedIn Sales Navigator, Apollo, and AI-driven prospecting platforms
- Demonstrated ability to coach reps on navigating complex enterprise organizations, including multi-threading across technical and business stakeholders
- Strong communication and executive presence, with the ability to engage senior leaders across engineering, security, and digital business teams
- Experience selling technical solutions in API-first, CDN, edge cloud, security, or consumption-based business models preferred
- Familiarity with developer-centric sales motions and articulating value to both technical and non-technical audiences
- Bachelor’s degree or equivalent practical experience
Desirable
- Background in MEDDPPICC and Command of the Message
- Track record of developing BDRs who successfully transition to enterprise AE roles
- Experience building enterprise prospecting playbooks from scratch
- Background in cloud infrastructure, edge computing, CDN, security, or developer platforms
What the job involves
- Our Sales Development team is growing, and we are seeking a Senior Manager of Sales Development in Denver to lead, coach, and scale our Enterprise SDR organization
- In this role, you will partner cross-functionally with Marketing, Sales, Enablement, and Revenue Operations to drive strategic pipeline generation and revenue growth across priority enterprise segments
- You will play a critical role in shaping our outbound strategy, developing high-performing SDR talent, and building a strong pipeline of future Account Executives and sales leaders within Fastly
- Drive strategic pipeline generation through account-based prospecting and highly targeted outbound campaigns focused on enterprise accounts and key industry verticals
- Design and implement comprehensive training programs on enterprise prospecting, including stakeholder mapping, multithreading, and complex opportunity qualification frameworks (e.g., MEDDICC)
- Hire, coach and mentor SDRs on advanced prospecting strategies, executive-level engagement, and navigating large, matrixed organizations to create high-quality pipeline
- Partner with Sales Leadership and Marketing to align outbound efforts with account-based strategies, key verticals, and priority segments
- Develop SDR career progression frameworks and actively mentor top performers toward promotion into Account Executive roles
- Establish and evolve the long-term vision for the Enterprise SDR function, aligning team structure, segmentation, and strategy to support enterprise revenue growth, and owning formal development programs that prepare SDRs for successful transition into Account Executive roles
- This position will require you to be available during core business hours
Application process
- Posting Open Date: May 1st, 2026
- Anticipated Posting Close Date*: June 24, 2025
- If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying
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
- Parental support and beyond: We support our families by offering generous time off for parental leave. And beyond that, we work hard to build a culture that allows for all employees to have the life outside work that they desire year round.
- Health and wellness: Your well-being matters here. Our health plans offer a variety of options, including full medical, dental, and vision coverage, short- and long-term disability insurance, mental health resources, and more.
- Invest in your future: We offer 401(k)/retirement plans, employee stock purchasing plans (ESPP), and reimbursements for learning and development programs — so we can support your ongoing growth and success.
- Keep learning and growing: Helping people go further means nurturing their talent. Through annual reimbursements for employee learning activities, regular hangouts and advice from our Senior Staff, talks from industry leaders, and cultural events — we offer tons of opportunities for people to learn. And we’re always looking to grow as a company, too: we collect employee engagement and experience data annually and leverage our Employee Experience Champion Network to understand employee feedback, so we can keep improving.
Company HQ
China Basin, San Francisco, CA
Leadership
Kip Compton
(CEO)Kip joined the Fastly team in 2024 as CPO, becoming CEO in 2025. Prior to this, he was an SVP of Strategy & Business Development/Networking at Cisco.
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