Senior Commercial Account Executive

Summary

Join Fastly's sales team as a Senior Account Executive and drive revenue growth in the East region, covering Illinois, Iowa, Minnesota, Missouri, and Wisconsin. You will be responsible for developing and executing a territory coverage plan, meeting or exceeding quota goals, and managing all aspects of the sales cycle. This role requires 3+ years of B2B SaaS sales experience, a technical sales background, and strong communication skills. Fastly offers a competitive compensation package, including a base salary and sales commission, as well as comprehensive benefits such as medical, dental, vision, life insurance, disability insurance, 401k, and paid time off. The position is primarily remote with potential travel and is part of a hybrid work model.

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
• Ability to travel to customer meetings, trade shows, and events as needed, and experience running a sales pipeline and driving partnerships to closure
• BA/BS degree required, major in an Engineering or Business discipline: Finance, Economics, Marketing, etc
• Strong communication and presentation skills

Responsibilities

• 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, and 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 to identify a prospect’s issues, recognize requirements, and effectively articulate potential solutions
• 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
• Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists

Preferred Qualifications

Experience with selling security technologies, content delivery network services, or website performance through channel partners

Benefits

• 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
• 401(k) (including company match) and an Employee Stock Purchase Program
• For 2025, we offer 11 paid local holidays, 11 paid company wellness days
• This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program