SMB Account Executive - Media (West | Remote)

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.

SMB Account Executive - Media (West | Remote) 

As part of Fastly’s Sales team you will be in charge of the full sales cycle in high-growth accounts within a clearly defined territory within the media sector from prospecting, pitching, negotiating to close. You will also respond to inbound demand that meets the aforementioned criteria and work those opportunities from initial qualification to close. 

You will execute on the account plan to deliver maximum revenue while managing complete and complex sales-cycles, often presenting to stakeholders the value of our platform. Building and utilizing deal frameworks to help guide the customer and affect control over the sales cycle are paramount. You will structure and execute daily plans to maximize phone time, including preparing for calls by leveraging Sales Engineering resources, and debriefing the team on outcome and next steps. As an SMB Account Executive, you will be able to make outbound calls to build pipeline outside of your inbound inquiries, prepare and deliver compelling quotes and contracts, and forecast sales activity and revenue using SFDC -- all with a focus on customer satisfaction and growth.  This role, once proficiency is reached, will prepare you for the succeeding Commercial Account Executive seat.

What You'll Do

• Consistently exceed monthly, quarterly and annual sales quota by educating potential customers on Fastly features, products and services.
• Fully develop opportunities by performing data gathering on prospects and their use cases, and taking stock of current Deliver, Secure and Compute use cases and any in-play ancillary technologies.
• Identify the technical team and the evaluating team, commercial stakeholders, timeline and extant use case. Manage all aspects of the sales cycle, leverage resources when appropriate and determine what Fastly services or features are appropriate based on data gathering.
• Develop rapport and relationships with the C-Suite, in addition to evaluators.
• Build deal frameworks for all deals set to close, including necessary stakeholders, deliverables and timelines. Coordinate technical evaluation and POC. Communicate compelling events to sales leadership as they arise.
• Identify prospects’ issues and clearly articulate them to management. Also provide potential solutions and alternatives to address those issues, utilizing the Fastly value prop against extant use cases.
• Develop and maintain daily plans to maximize phone time, emails, and other outreach touchpoints.
• Work with Sales Management and the Deal Desk to prepare and deliver compelling proposals, quotes, and contracts.
• Work with Sales Engineering, Operations, Marketing, and/or Product Teams when appropriate.

What We're Looking For

• 2+ years of related experience.
• Proven track record of success and ability to thrive in a metrics-driven sales culture.
• Curiosity and a desire to understand a customer’s industry/business and meet their unarticulated and unmet needs.
• Demonstrates an insatiable appetite to learn and improve.
• Fearless attitude and a willingness to take intelligent risks.
• Sense of urgency.
• Problem-solver.
• Ability to get things done despite obstacles or challenges.
• Eagerness to work hard, exceed expectations and outperform quotas.

We value a variety of voices, so this is not a laundry list. It would be an added bonus if you have experience in ANY of these:

• Enterprise software and/or media delivery expertise strongly preferred
• Experience selling into Commercial accounts
• Previous Sales Methodology training, CRM experience, and strong customer references preferred
• Bachelor's degree in Computer Science a plus

Work Location(s) & Travel Requirements:  This is a remote position for candidates located in CA, OR, WA. Bay Area, CA candidates strongly preferred.

Relocation assistance is not available for this position.

This position may require travel as required b