Remote Commercial Account Executive

Summary

Join Fastly, a leader in edge cloud platform, and contribute to building a more trustworthy Internet. As an Account Executive, Commercial, you will drive new business and logos while meeting or exceeding quota goals.

Requirements

• A self-starter with 3+ years of technology (B2B, SaaS preferred) related sales or business development experience able to demonstrate development, growth, and expansion of territory
• A technical sales background and a strong marketing and business development acumen enable them to drive an engagement at the CTO, CMO, and VP of Digital Experience levels, using ROI models and case studies to justify the need
• Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly utilized and desired
• Ability to travel to customer meetings, trade shows, and events as needed, and experience running a sales pipeline and driving partnerships to closure
• BA/BS degree required, major in an Engineering or Business discipline: Finance, Economics, Marketing, etc
• Strong communication and presentation skills

Responsibilities

• Accountable for driving new business and logos, while meeting or exceeding quota goals, leading all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, path to closure, and account management
• Prepare a territory plan and use all available tools to prospect effectively, achieving activity metrics provided by Sales Managers and sales operations. Adhere to territory assignment and pass off conversations that fall into other reps' areas of responsibility
• Work with the Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans, and penetrate new accounts, and work with Sales Development Representatives to develop leads, and Solutions Engineers to effectively communicate the Fastly story
• Effectively and autonomously deliver the Fastly company story, vertical talk track value proposition-based presentations, and product demonstrations to identify a prospect’s issues, recognize requirements, and effectively articulate potential solutions
• 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
• Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists

Benefits

• Comprehensive benefits package including medical, dental, and vision insurance
• Family planning, mental health support along with Employee Assistance Program
• Insurance (Life, Disability, and Accident)
• Flexible Vacation policy
• Up to 18 days of accrued paid sick leave
• 401(k) (including company match)
• Employee Stock Purchase Program