Remote Senior Director, Sales Engineering

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.

As the Senior Director of Americas Sales Engineering, you will play a key role in supporting Fastly’s go-to-market strategy within the Americas markets. You will be responsible for leading a regional organization of Sales Engineers and defining strategies to increase operational efficiency and improve productivity within the sales organization. You will work closely with Americas-based sales leaders to ensure a consistent approach across the region. This role requires a strong focus on customer empathy, data-driven decision making, and a keen ability to collaborate with multiple stakeholders within the organization. Additional responsibilities include leading and developing the Sales Engineering personnel, career planning, compensation management, and ensuring technical and professional excellence throughout the sales cycle with Fastly’s clients and prospects in the Americas.

Responsibilities:

• Build and execute on a strategic and operational plan for the Americas Sales Engineering function.
• Work collaboratively with Americas sales and client services leaders to measure and improve sales engineering performance.
• Define the strategy and operational SE coverage model for the Americas, ensuring effective deal coverage and resource allocation.
• Produce and maintain technical sales support tools and documentation (e.g., product presentations, architecture reviews, application discussions, prototype development) to enable effective selling.
• Actively coach technical sales strategy for deals between SEs and Sales teams.
• Develop and lead the Proof of Concept framework in partnership with Sales, Project Management, and Solutions Engineering.
• Manage workforce planning, budgeting, and forecasting for the Americas SE organization.
• Provide direction and strategy to SE managers within the region to ensure operational excellence.
• Measure, monitor, and adjust resources and activities as needed to maintain strong customer engagement, adherence to sales process methodologies, and optimal resource utilization.

Requirements:

• MS/BS degree in Business, Computer Science, Business Analytics, or a related field preferred.
• 5+ years of experience leading pre-sales organizations, with a strong background in managing regional teams in Americas markets.
• Proven track record of leading a team of 10+ technical professionals, with demonstrable success in mentoring front-line managers and senior technical specialists.
• Background in CDN, DNS, routing, caching, application security, computing, product/service management, internet protocols, and website optimization and acceleration.
• Strong executive presence with the ability to interact effectively with senior leaders within and outside of the organization.
• Strong interpersonal, project management, and time management skills.
• Proven leadership skills with the ability to recruit, mentor, coach, and develop employees.
• Ability to quickly digest information and respond accurately and concisely to complex questions.
• Excellent collaboration skills with cross-functional organizations.
• Superior written and verbal communication skills.
• Proven analytical and critical thinking skills.
• Willingness and ability to travel approximately 30-40% 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 a remote role and open to candidates residing in the following locations: USA remote or hybrid in an office location:

• San Francisco, CA
• New York, NY
• Denver, CO

This position may require travel 30-40% of the time and as requested by your manager.

SF / LA Fair Chance Ordinance Statement

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:

For a Sales role

The estimated range for On-Target Earnings for this role is $277,710 to $403,650.  On-Target Earnings consists of a combination of annual base pay and sales compensation variable target.  The standard pay split for this role (i.e. base pay vs. variable target %) is ⁷⁵⁄₂₅.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

Benefits: We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings?

We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2024, we offer 10 paid local holidays, 11 paid company wellness days.

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.

• We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand.

• We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful – every day.

• We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at [email protected] or 501-287-4901.

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