Commercial Account Executive

Summary

Join Fastly, a leader in edge cloud platform technology, as an Account Executive in New York or New England. You will be responsible for driving new business and exceeding quota goals, managing the entire sales cycle, and developing strong customer relationships. This role requires 3+ years of B2B SaaS sales experience, a technical sales background, and strong communication skills. A BA/BS degree in Engineering or Business is required. Fastly offers a competitive salary, comprehensive benefits including medical, dental, vision, life, and disability insurance, 401k matching, and a flexible vacation policy. The position is primarily remote with potential travel.

Requirements

• Be 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
• Possess 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
• Have the ability to travel to customer meetings, trade shows, and events as needed, and experience running a sales pipeline and driving partnerships to closure
• Have a BA/BS degree required, major in an Engineering or Business discipline: Finance, Economics, Marketing, etc
• Possess strong communication and presentation skills

Responsibilities

• Be 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

Preferred Qualifications

Have experience with selling security technologies, content delivery network services, or website performance through channel partners

Benefits

• Offer a comprehensive benefits package including medical, dental, and vision insurance
• Provide Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident)
• Offer a Flexible Vacation policy and up to 18 days of accrued paid sick leave
• Offer 401(k) (including company match) and an Employee Stock Purchase Program
• For 2024, offer 10 paid local holidays, 11 paid company wellness days
• This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program