Senior Account Executive, Fastly
Enterprise
$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. + May participate in Fastly’s equity program
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. + May participate in Fastly’s equity program
1001+ employees
Company mission
To build a better internet — a safe place where good can thrive.
Role
Who you are
- 7+ years of technology-related (B2B, SaaS preferred) sales, able to demonstrate development, growth, and expansion of territory. Experience selling into large enterprises. Experience running a successful greenfield sales pipeline and driving partnerships to closure
- Demonstrated ability to be successful in an energetic, remote sales team. Passion for working in a multifaceted, collaborative, and purpose-driven environment
- Strong communication and presentation skills
- Ability to travel to visit customers, and attend trade shows & field events as needed
- BA/BS degree required
- 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
- 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
Desirable
- Consistent success as a top seller (top 5%) within your current organization
- Experience working with large, complex organizations, and familiarity with complex procurement cycles
- Understanding how application security impacts a large enterprise, and working with a partner ecosystem to grow your pipeline
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
- Accountable for driving new business within large enterprises and logos across multiple verticals (Commerce, Financial Services, and High Tech), while meeting or exceeding quota goals in Illinois
- Effectively and autonomously deliver the Fastly company story, pitch, and value proposition
- Work with Sales Management to prepare and lead proposals, quotes, and contracts. Use SFDC & other sales tools to maintain accounts/contacts, forecast opportunities, track prospecting activity, and build target lists using reports
- Lead all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiation, closing steps, and account management
- Work with Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans and penetrate enterprise new logos
- Develop a 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/Proof-Of-Concept with the customer. Validate success criteria using the appropriate testing methodology
Application process
- Anticipated Posting Close Date*: 12/26/2024
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
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 values
- We have a curious spirit
- We focus on our customer
- We are trustworthy
- We act with passion
- We operate with integrity
- We are competitive
- We embrace transparency
- We are good people
Company HQ
China Basin, San Francisco, CA
Articles
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
People progressing
Joined as Sales Engineer (Media and Entertainment). Was promoted to Senior Sales Engineer (EMEA) after 2 years, then promoted again to Senior Principal Sales Engineer.
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