Senior Lead, Sales Process & Systems

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: Oct 7th, 2025

Anticipated Posting Close Date*: December 1st, 2025

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

 

Senior Lead, Sales Process & Systems

The Senior Sales Process & Systems role will be a key contributor to the Sales Strategy & Operations team. Reporting to and collaborating closely with Sr. Director, Sales Strategy & Operations, this role will be responsible for optimizing sales processes and systems to improve sales efficiency and effectiveness.

This role will be responsible for managing and optimizing sales process and technology workflows, from Lead to Opportunity, Opportunity to Quote, and Quote to Cash. They will do this in close collaboration with cross-functional stakeholders across IT Business Systems, Marketing Operations, Sales Operations, CS Operations and other teams including Deal Strategy, Legal, Order Management, and Billing. They will drive the intake and prioritization process to manage requests from our Sales leadership and Sales Operations teams.

Partnering with the Sr. Director, Sales Strategy & Operations, they will also be responsible for defining and managing the sales tech stack roadmap. This will include not only managing the day-to-day administration of existing sales tools, but also identifying areas for optimization and consolidation, and future enhancements. 

The perfect candidate for this role takes a proactive, consultative approach to solving business problems with non-technical partners. They’re capable of distilling complex ideas and data into logical insights and recommendations, and adjust their communication based on the audience. They are able to work independently while prioritizing work, and take an iterative approach to getting the job done. Finally, they are curious and take initiative to learn new areas of the business, and bring innovative ideas to the way we get work done.

What You'll Do:

• Sales Process Optimization: Map, document and optimize existing sales workflows, identifying bottlenecks and inefficiencies

• Business Process Analysis: Capture business requirements and translate them into functional specifications for system enhancements

• Sales Tech Stack Management: Manage and maintain CRM systems and sales tech stack, in close partnership with IT Business Systems teams, ensuring data accuracy and seamless integration with other tools.

• Automation: Automate repetitive tasks using workflows automation tools, freeing up sales teams to focus on high-value activities

• Change Management: Identify impacts and develop change management plans, partnering with Sales Communications and Sales Enablement teams. Also helps develop, deliver and manage content and training to support process and system updates

• Cross-functional initiative management: Collaborate closely with key stakeholders across Sales, Marketing, IT Business systems, Sales Operations and Enablement teams to effectively manage key initiatives that improve sales efficiency through process & system improvements

What We're Looking For: 

• Bachelor’s degree required

• 8-10 years experience supporting and integrating sales business processes, ideally involving CRMs and program management

• Ability to work cross-functionally both internally and externally to influence key stakeholders

• Ability to think critically, troubleshoot and solve problems with confidence

• Excellent attention to detail and strong communication skills 

• Strong knowledge of Salesforce administration certification and experience, with working knowledge of Clari, Outreach, Zoominfo

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

• Automation workflow and tools experience

• Managed key transformation initiatives involving multiple functional stakeholders

• 6Sense administration and experience

Work Hou