Senior Manager, Commercial Media and Entertainment Sales

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: January 29, 2025

Anticipated Posting Close Date*: February 28, 2025

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

Senior Manager, Commercial Sales Media and Entertainment

This Senior Manager, Sales is focused on the Commercial segment in the Media and Entertainment verticals and manages a hunting team of highly-focused Sales Account Executives responsible for developing territories, new customer acquisition, existing customer expansion and customer satisfaction in media accounts. 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 have demonstrated sales and leadership experience in the Media and Entertainment space, helping develop a team of sellers and scale an organization. You should be a self-starter who is prepared to develop and execute against a territory and vertical plans and consistently deliver on quarterly targets. A successful candidate will be able to demonstrate collaboration with other key functions to execute on go-to-market, marketing, and sales development plans. 

What You’ll Do

• Lead a team of sellers with accountability for driving new sales, increasing revenue, and meeting or exceeding quota goals
• Develop and execute a comprehensive account/territory business plan to increase market share in a defined territory across prospects and existing customers
• Attract, coach and develop sales individuals to accomplish the strategic objectives of the sales organization
• Effectively and independently deliver the Fastly company story, value proposition, and product demonstrations
• Create a culture of continuous improvement through regular analysis of the team's performance
• Manage all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiations and account management
• Accelerate customer adoption and ensure customer satisfaction
• Develop long-term strategic relationships positioning with key accounts
• Collaborate with the key stakeholders across the Fastly business including Client Services, Marketing, Product, Product Marketing to ensure efforts are properly aligned and executed
• Be a positive example upholding Fastly’s values, business policies and best practices

What We’re Looking for

• 5+ years of technology (B2B, SaaS preferred) related sales or business development experience with C-level executives
• 5+ years of experience building and leading high performing sales teams of 4-8 (inside and/or outside
• Experience with content delivery network services, video streaming technologies & security technologies including WAF, DDoS, Application/API security & Bot protection is highly desired
• Strong ability to close sales, manage accurate pipeline and forecast within Salesforce CRM
• Independent, self-disciplined and possess strong verbal and written communications skills
• BA/BS degree required, MBA a plus
• Willing to travel 30-50% of the time

Work Hours: 

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

Work Location(s) & Travel Requirements:

This position is open to Hybrid And Remote Work Locations.

The preferred office locations for this position are:

• San Francisco, CA
• New York, NY
• Denver, CO
• Remote if you reside in a major city

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

We are willing to consider remote candidates within the US if you reside in a major city. 

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 applicants with arrest and conviction records.

Salary: