Senior Account Executive

Summary

Join Fastly's sales team as a Senior Account Executive and contribute to the growth of a leading edge cloud platform company. You will be responsible for driving new business and exceeding quota goals within a defined territory, focusing on enterprise clients in Washington D.C., Virginia, North Carolina, and South Carolina. This remote role requires a strong technical sales background, experience in consultative selling, and the ability to engage with C-suite executives and technical stakeholders. You will develop and execute territory plans, manage the sales cycle, and build strong customer relationships. Fastly offers a competitive compensation package, including a base salary and sales commissions, along with comprehensive benefits and a flexible work environment.

Requirements

• Be a self-starter with 7-10+ years of technology (B2B, SaaS preferred) related enterprise sales 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
• 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
• 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 Ecommerce, Travel/Hospitality, Finance & Major Technology market experience
• Understand how application security impacts a large enterprise

Benefits

• Medical, dental, and vision insurance
• Family planning, mental health support along with Employee Assistance Program
• Insurance (Life, Disability, and Accident)
• Flexible Vacation policy and up to 18 days of accrued paid sick leave
• 401(k) (including company match)
• Employee Stock Purchase Program
• For 2024, 10 paid local holidays, 11 paid company wellness days
• Largely hybrid model for most roles which allows employees flexibility to split their time between the office and home