Enterprise Senior Account Executive

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.

Enterprise Senior Account Executive (Seattle/Pac Northwest)

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 creating a positive customer experience in order to build long-standing relationships.

The sales team’s focus is driving revenue, adoption and market penetration in targeted 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 be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets.

What You'll Do

• Accountable for driving Enterprise new business and logos across multiple verticals (Commerce, Hightech, Fintech, and Education), while meeting or exceeding quota goals in the Silicon Valley region.
• Effectively and autonomously deliver the Fastly company story, value proposition, and product demonstrations
• Work with Sales Management to prepare and lead proposals, quotes, and contracts
• Accelerate customer adoption and ensure customer happiness
• Lead all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiation, closing steps, and account management
• Use all available tools to prospect effectively and maintain activity metrics provided by Sales Managers
• Work with the Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans and penetrate new logos and additional business units in large complex organizations.
• Develop a deal framework for all deals set to close, including necessary stakeholders, results and timelines for both sides. Be able to communicate this effectively to the customer. Coordinate Eval/POC with the customer. Validate success criteria using the appropriate testing methodology
• Identify prospects’ issues, recognize requirements, and effectively articulate potential solutions utilizing the Fastly value proposition and use cases. Offer methods of validating the theses
• Adhere to territory assignment and pass off conversations that fall into other reps' areas of responsibility
• Use SFDC to maintain updated account/contact information, forecast revenue, track sales activity, and build target lists using reports
• Provide insight into the market based on first line experience

Work Hours: 

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

What We're Looking For

Basic Qualifications:

• 5+ years of technology (B2B, SaaS preferred) related sales or business development experience
• Passion for working in a multifaceted, collaborative, and purpose driven environment
• Experience running a sales pipeline and driving partnerships to closure
• Experience with content delivery network service and application security
• BA/BS degree required, major in Engineering, Computer Science, or MIS a plus
• Ability to travel to visit customers and attend trade shows/events as needed
• Strong communication and presentation skills
• Domestic travel up to 30% will be required for this position when Covid-19 considerations allow. Travel under current conditions requires proof of full vaccination
• Ability to travel to visit customers and attend trade shows/events will be required for this position when Covid-19 considerations allow. Travel under current conditions requires proof of full vaccination

Preferred Qualifications:

• Large Complex organizations with many business units
• Understanding how security plays in the marketplace

Salary

The estimated range for On-Target Earnings for this role is $189,680 to $275,700. On-Target Earnings consists of a combination of annual base pay and sales compensation variable target.  The standard pay split