Senior Account Executive - Enterprise (Texas)

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including Vimeo, Pinterest, The New York Times, and GitHub.

We're building a more trustworthy Internet. Come join us.

Posting Open Date: September 27, 2024

Anticipated Posting Close Date*: October 27, 2024

*Job posting may close early due to the volume of applicants.

Senior Enterprise Account Executive - TEXAS (Austin, Dallas, or Houston preferred)

Fastly has already disrupted CDN technology and has quickly expanded to become a recognized leader in the security and edge compute markets. 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.

What You'll Do:

• 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 Texas. 
• 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.

What We're Looking For: 

• 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. 

We’ll be super impressed if you have experience in any of these: 

• 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.

Work Hours: 

• This position will require you to be available during core business hours. 

Work Location(s) & Travel Requirements: This position is a remote role and open to candidates residing in Texas. (Austin, Dallas, or Houston preferred)

This position may require travel as required by your role or requested by your manager.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified ap