Senior Account Executive

Summary

Join Fastly as a Commercial Account Executive in Denver, Colorado! This remote role focuses on driving new business and exceeding quota goals within a defined territory. You will manage the entire sales cycle, from prospecting to account management, collaborating with various teams to deliver Fastly's solutions. The ideal candidate has 3+ years of B2B SaaS sales experience, a technical sales background, and strong communication skills. A competitive salary ($180,460-$225,570 OTE) and comprehensive benefits package are offered, including medical, dental, vision, life insurance, disability insurance, 401k, paid time off, and more.

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
• Have 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 experience running a sales pipeline and driving partnerships to closure
• Have a BA/BS degree (major in an Engineering or Business discipline: Finance, Economics, Marketing, etc. preferred)
• Be able to travel to customer meetings, trade shows, and events as needed
• 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
• 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
• Identify a prospect’s issues, recognize requirements, and effectively articulate potential solutions
• Work with Sales Management and the Deal desk to prepare and deliver compelling proposals, quotes, and contracts
• 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
• Accelerate customer adoption of Fastly technology and ensure customer satisfaction
• Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists
• Provide insight into the market based on first-line experience and the voice of the customer

Preferred Qualifications

• Have SaaS, PaaS, UGC, or Ad-Tech market experience
• Understand how application security impacts a medium to large enterprise
• Have experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting

Benefits

• Offer a comprehensive benefits package including medical, dental, and vision insurance
• Offer family planning, mental health support along with Employee Assistance Program
• Offer 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)
• Offer an Employee Stock Purchase Program
• Offer 10 paid local holidays for 2024
• Offer 11 paid company wellness days for 2024
• Eligibility to participate in Fastly’s global sales compensation plan
• Potential participation in Fastly’s equity program