RVP Sales

Summary

Join Fastly as the Regional VP Sales (DACH) and oversee our Sales Organization in Germany. Manage and lead the regional sales team, ensuring support for the broader go-to-market team. Grow the territory, acquire new customers, increase revenue, and accelerate market penetration. Build and cultivate a cohesive team, instilling Fastly's values. As an external figurehead, build trust at multiple levels, develop and execute a GTM plan, and consistently lead your team to meet sales targets. This role requires strong leadership, technical sales background, and experience in the DACH region.

Requirements

• 12+ years of technology with strong experience in CDN, delivery, cloud security and related sales or business development experience with C-level executives
• Proven experience of working for an international US based company
• Proven track record of delivering new business acquisition as an individual contributor and sales leader
• 5+ years experience in sales leadership of regional sales teams
• Direct field experience and extensive customer network within Enterprise level companies in DACH
• Experience working with local German partners, ensuring the success of the partnership and that of the end-customers
• Strong and demonstrable experience in managing and developing end to end sales to deliver on results
• Deep knowledge of different sales methodologies, confident command of pricing, packaging and negotiating complex deals to break into new customer market segments
• Experience collaborating and working closely with Marketing, Product and Customer Success to ensure strategic alignment and results
• Strong ability to manage sales activities, pipeline and use sales enablement tools such as Salesforce
• Independent, self-disciplined and possess strong verbal and written communications skills
• Ability to thrive in a high growth environment
• Ability to manage multiple objectives, tasks and initiatives across different disciplines and areas

Responsibilities

• Develop and execute a comprehensive go-to-market business plan to drive customer acquisition, customer retention and expansion strategies that align with our overall business objectives
• Direct accountability for Fastly’s Germany sales function
• Ensure leadership cross-functionally with Channel Partnerships, Sales Engineering, Marketing & Inside sales to ensure unified GTM plan and delivery on growth
• Monitor and analyse key performance indicators (KPIs) to measure the success of the regional business and make data-driven decisions to optimise performance
• Represent the company at industry events, conferences, and media engagements to enhance brand visibility and thought leadership
• Ensure continued development and maintenance of a robust sales pipeline
• Ensure positive working environment through provision of local leadership, communication and team building; acting as an ambassador and steward for Fastly through fostering an environment that supports Fastly’s culture and corporate values
• Provide input to (regional, international or global) line managers for performance reviews on local observations
• Acts as local escalation point for employee matters, liaising with respective line managers as appropriate
• Supports (regional, international or global) line managers in recruitment
• Maintains oversight over operational end-to-end business, escalating concerns, bottlenecks and operational risk exposures to appropriate line managers
• Create a culture of continuous improvement through regular analysis of the team's performance and recognition of individual contributions to the teams goals
• Manage and/or coach all aspects of the sales cycle including: prospecting, forecasting, sales meetings, negotiations, account management and pipeline creation

Preferred Qualifications

Experience with content delivery network services, cloud security services, video streaming technologies, ad insertion and digital marketing, interactive services, digital rights management (DRM), content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting is highly desired

Benefits

• Comprehensive benefits package
• Remote work