Director, Sales Development

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.

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Director, Sales Development

The Director, Sales Development will lead our inbound and outbound opportunity sales development team globally, driving efforts to increase the number of qualified opportunities that result in closed-won business! 

What You’ll Do

• Lead a distributed team of Sales Development Representatives (SDRs) responsible for handling leads and developing outbound-sourced opportunities and associated pipeline for Enterprise and Commercial Sales teams
• Identify ways to increase quality and quantity of Sales Qualified Leads, number of meetings completed and opportunities created that ultimately lead to closed-won business
• Work collaboratively with Sales Leaders to develop strategic SDR support of specific verticals and the overall growth of revenue and margin expansion
• Execute team go-to-market strategy and goals, and contribute to the development and execution of new Sales-led campaigns
• Mentor and develop SDRs to achieve their weekly/monthly activity metrics, and improve their opportunity sourcing and close rates. Conduct regular performance reviews to ensure SDRs are achieving targets and developing skills that will prepare them for their next role
• Monitor and give feedback to Marketing Teams and Sales Leadership to ensure lead scoring and qualification is continuously improving, and assigning next steps through sales and nurture paths
• Collaborate with Sales Operations to craft and issue individual SDR quotas, and work with the Compensation Team to ensure accurate SDR compensation on a monthly basis 
• Partner with Marketing to support digital campaigns, and virtual/physical trade shows and events. Track and facilitate reporting of campaign success to Sales Leadership
• Collaborate with Recruiting to interview and hire hardworking new SDRs, and Sales Enablement to execute onboarding and continuous enablement of SDRs
• Learn to coach the value of Fastly products and services to new SDRs and to encourage full understanding of Fastly technology

What we’re looking for:

• Have 10+ years of experience in Sales roles, specifically, 4+ of those years experience in Sales as an SDR or Inside Sales leader
• Detail oriented, with excellent written and oral communication skills
• Ability to write clear, concise communication for internal and external audiences
• Mentoring skills- ability to identify strengths and gaps, and develop strategies for continual improvement
• Knowledge of Salesforce and how to coach teams to optimize use
• Able to work across the organization with a diverse team
• Self-starter and hard worker who is at home in a fast-paced sales environment
• Ability to organize and make sense of significant quantities of lead and data flow
• Position based in Denver
• BA in Business and/or Sales & Marketing experience preferred. MBA a plus

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:

• Denver, CO

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 $264,210 to $330,260. 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 70/30%.

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