Director of Enterprise Sales, Fastly
East
$341.5-409.8k
OTE
The standard pay split for this role (i.e. base pay vs. variable target %) is 60/40.
More information about location
Edge cloud platform
Posted today
Edge cloud platform
1001+ employees
Posted today
$341.5-409.8k
OTE
The standard pay split for this role (i.e. base pay vs. variable target %) is 60/40.
More information about location
1001+ employees
Company mission
To build a better internet — a safe place where good can thrive.
Role
Who you are
- The ideal candidate possesses a technical sales background that enables them to drive an engagement at the CXO, senior IT and security leaders as well as engineering teams
- You should have demonstrated sales and leadership experience, helping develop a team of sellers and scale an organization
- You should be a self-starter who is prepared to develop and execute against a territory and vertical plans (eCommerce, SaaS/PaaS and Services) and consistently deliver on quarterly targets
- A successful candidate will be able to demonstrate collaboration with other key functions to execute on go-to-market, marketing, and sales development plans
- 8+ years of technology (B2B, SaaS preferred) related sales or business development experience with C-level executives
- 6+ years of experience building and leading high performing sales teams of 4-8 (in office and remote)
- Deep domain knowledge of eCommerce/direct to consumer/retail enterprises, , SaaS/PaaS providers and Services (healthcare/financial services) firms
- Experience with content delivery network services, video streaming technologies & security technologies including WAF, DDoS, Application/API security & Bot protection is highly desired
- Strong ability to close sales, manage accurate pipeline and forecast within Salesforce CRM
- Independent, self-disciplined and possess strong verbal and written communications skills
- BA/BS degree required, MBA a plus
- Willing to travel 30-50% of the time
- This position will require you to be available during core business hours and as needed to collaborate with teams on different time zones
- We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply
What the job involves
- This Director, Sales is focused on the Enterprise segment in the East region and manages a hybrid hunting team of highly-focused Sales Account Executives responsible for developing territories, new customer acquisition, existing customer expansion and customer satisfaction in Enterprise accounts (greater than $1B in Revenue)
- Lead a team of quota carriers with accountability for driving new sales, increasing revenue, and meeting or exceeding quota goals
- Drive accountability to shareholders through operational excellence and business inspection
- Attract, coach and develop sales individuals to accomplish the strategic objectives of the sales organization
- Develop and execute a comprehensive account/territory business plan to increase market share in a defined territory across prospects and existing customers
- Effectively and independently drive and deliver the Fastly company story, value proposition, and product demonstrations
- Create a culture of continuous improvement through regular analysis of the team's performance
- Manage all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiations and account management
- Accelerate customer adoption and ensure customer satisfaction
- Develop long-term strategic relationships positioning with key accounts
- Collaborate with the key stakeholders across the Fastly business including Client Services, Marketing, Product, Product Marketing to ensure efforts are properly aligned and executed
- Be a positive example upholding Fastly’s values, business policies and best practices
Application process
- 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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