Senior Account Executive, Commercial

Summary

Join Fastly as a Senior Commercial Account Executive and drive existing customer expansion and revenue, exceeding quota goals. You will manage all aspects of the sales cycle, build strong customer relationships, and develop effective territory plans. Leverage your technical sales background to engage with C-suite executives, IT architects, and software developers. Effectively communicate Fastly's value proposition and solutions to prospects, prepare compelling proposals, and coordinate evaluations and proofs of concept. Ensure customer satisfaction and accelerate technology adoption. Maintain accurate sales data in SFDC and provide market insights. This hybrid or remote East Coast-based role offers a competitive salary and benefits package.

Requirements

• 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
• 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
• Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery,  or managed web hosting is highly utilized and desired
• Passion for working in a multifaceted, collaborative, and purpose-driven environment
• Experience running a sales pipeline and driving partnerships to closure
• BA/BS degree preferred (major in an Engineering or Business discipline: Finance, Economics, Marketing, etc. preferred)
• Ability to travel to customer meetings, trade shows, and events as needed
• Strong communication and presentation skills

Responsibilities

• Accountable for driving existing customer expansion and revenue, 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
• Build and strengthen customer relationships, driving increased account market share and new Fastly champions
• 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

• SaaS, PaaS, UGC, or Ad-Tech market experience
• Understanding how application security impacts a medium to large enterprise

Benefits

• 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
• 401(k) (including company match) and an Employee Stock Purchase Program
• For 2024, we offer 10 paid local holidays, 11 paid company wellness days