Senior Account Executive - Media

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.

Senior Account Executive - Media

Fastly has already disrupted CDN technology and now we are changing how CDN is sold. Our sales team engages in a consultative selling approach, learns the individual needs of each customer and delivers custom solutions. We focus on crafting a positive customer experience in order to build long-standing relationships.

The Commercial Media sales team’s focus is closing new business, driving revenue, adoption and market penetration in mid market accounts. You possess 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 revenue targets.

If you have a successful track record of selling a highly technical product to consumer web, mobile, media and enterprise companies we would like to hear from you.

What You’ll Do:

• Accountable for driving business, and meeting or exceeding quota.
• Effectively and independently deliver the Fastly company story, value proposition, and product demonstrations.
• Develop and execute a comprehensive account/territory plan to drive revenue and market share in your defined territory and Advertising Technology vertical.
• Prepare and lead proposals, quotes, and contracts.
• Upsell products and services across existing book of business.
• Accelerate customer adoption and ensure customer happiness.
• Develop strategic relationships with key accounts.
• Manage time well while running all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiation close, account management.

What We’re Looking For:

• 5+ years direct field experience and customer network. Experience selling into ad networks and exchanges, DSP / SSPs / DMPs, gaming and social networking companies. Contacts within Fortune 1000 and large multi-divisional/multinational companies is ideal is a big plus.
• 8+ years of technology (B2B, SaaS preferred) related sales or business development experience with C-level executives.
• Strong ability to close deals that average $10k+ MRR run an accurate pipeline and forecast.
• Ability to navigate complex deals/sales cycles and often with partners
• Independent, self-disciplined and possess strong verbal and written communications skills.
• Coachable and is receptive to receiving and giving feedback
• Ability to thrive in a start-up environment.
• Domestic travel up to 25% 
• Ability to travel to visit customers and attend trade shows/events 

Work Hours: This position will require you to be available during core business hours. 

Work Location(s) & Travel Requirements: 

This position is open to the following preferred office locations:

• San Francisco, CA
• New York, NY

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. 

Salary:

The estimated range for On-Target Earnings for this role is $266,880 to $333,600.  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.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

Benefits: 

We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings? 

We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insu