Chief Revenue Officer, Fastly
$800k
OTE
The standard pay split for this role (i.e. base pay vs. variable target %) is 50/50%. Plus equity and compensation
Edge cloud platform
Job no longer available
Edge cloud platform
1001+ employees
Job no longer available
$800k
OTE
The standard pay split for this role (i.e. base pay vs. variable target %) is 50/50%. Plus equity and compensation
1001+ employees
Company mission
To build a better internet — a safe place where good can thrive.
Role
Who you are
- Strong experience in building global teams to scale, customer acquisition, and selling cloud technology (SaaS, Utility, etc.) while focusing on the complete customer experience will be key to success
- 20 or more years in diverse leadership roles, driving and implementing revenue growth
- Proven track record of growing revenue (at least to $1 billion in scale)
- Ability to craft and execute a sales strategy effectively
- Experience with sales and organizational transformation
- Strong strategic planning and execution skills
- Analytical mindset with a focus on data-driven decision-making
- Inspirational leadership style and hands-on approach
Desirable
- Experience with SaaS subscription model
- Strong technical experience with Salesforce and other business productivity tools
- International experience
- Master’s degree (or equivalent experience) in business administration or related field
What the job involves
- We are seeking a dynamic Chief Revenue Officer (CRO) to join us in this mission, with a focus on growth, sales transformation, team development, and strategic planning
- Our revenue organization includes both sales and customer success and brings a unique opportunity to build a motion that engages with customers throughout the customer journey
- Fastly’s CRO reports directly to the CEO and is a key member of our Senior Staff team
- Senior Staff is the core decision making body at Fastly, and works closely together to build and execute the company strategy, set strategic and operational goals, and lead our employee experience
- Develop and execute a comprehensive revenue generation strategy to drive the company's growth
- Partner with senior leadership to execute the current corporate strategic plan and develop additional plans
- Ensure performance, strategy, and alignment of the company’s revenue-generating departments
- Manage the global sales team to drive business growth across all customer segments, and share responsibility with the marketing department for improving strategy and customer experience
- Help maximize reach and efficiency by adding new, scalable partners in a strategic way
- Build and foster teams that are committed to high performance
- Monitor the revenue pipeline and leads, adjusting as necessary for sustainable growth
- Develop and implement a strategic revenue generation plan aligned with the company's overall goals and objectives
- Identify new revenue streams and opportunities for growth
- Drive initiatives to acquire new customers and expand the customer base
- Optimize sales processes and lead generation strategies
- Develop and implement strategies to retain existing customers, focusing on customer satisfaction and loyalty. Remain well-connected with customers to ensure that their needs are being factored into the product development and enhancement cycles
- Identify and establish strategic partnerships or alliances that contribute to revenue growth
- Monitor the marketplace and analyze opportunities, providing competitive strategies and tactics
- Utilize data analytics and KPIs to measure and optimize the effectiveness of revenue-generating activities. Make data-driven decisions to improve performance
- Develop accurate revenue forecasts based on market trends, sales performance, and other relevant factors
- Provide strong leadership and guidance to the sales team, ensuring they are motivated and equipped to achieve or exceed revenue targets
- Collaborate with the finance, product management, and marketing teams on messaging, pricing strategies, and business models for achieving revenue goals
- Identify and resolve issues across the marketing, sales, and account management teams
- Participate in contract negotiations
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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