Senior Enterprise Account Executive

Summary

Join Fastly as a Senior Enterprise Account Executive in Northern Germany to acquire new enterprise customers and expand the company's customer base. Develop and execute a go-to-market plan, manage the sales cycle from prospecting to closing, and exceed quota goals. Utilize a consultative selling approach, collaborate with sales partners, and conduct demand generation activities. Maintain accurate pipeline management and forecasting using SFDC and other sales tools. This remote role requires strong outbound prospecting skills, experience with enterprise sales cycles, and familiarity with SaaS and relevant technologies. Fluent German and English are essential. Regular travel within the region and to the US is required.

Requirements

• Direct field experience and extensive network of key contacts within your territory
• Proven track record of effective outbound prospecting, managing sophisticated enterprise sales cycles and accurate pipeline management and forecasting
• Familiar with current industry trends and speak with authority regarding the role of SAAS
• Strong work ethic and winning mentality
• Proven navigation of End User requirements definition through the contracting and resale processes is mandatory
• Independent, self-disciplined but also able to work collaboratively as part of a team
• The candidate should have the passion and enthusiasm for storytelling to be able to present the Fastly story convincingly
• Fluent German and English is essential

Responsibilities

• Develop, manage, and execute a territory Go-to-Market plan to ensure Fastly meets its continued growth objectives in your territory
• Accountable for driving pipeline, sales, revenue, and meeting or exceeding quota goals
• Lead all aspects of the sales cycle from start to finish both internally and externally including: prospecting, discovery, Proof of Concepts, value proposition positioning and pricing, contract closing and account management
• You will be responsible for utilizing a consultative selling approach with client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Fastly product portfolio
• Work closely and in partnership with Fastly sales partners in the sales territory and with the channel team within Fastly Networks
• Conduct demand generation activities such as happy hours, lunch-n-learns, and technology forums; Able to direct, build, and manage a Demand Creation campaign for the territory encompassing all aspects of marketing, PR and all aspects of pipeline creation
• Prepare and lead proposals, quotes, and contracts
• Use SFDC & other sales tools to maintain accounts/contacts, forecast opportunities, track prospecting activity, and build target lists using reports

Preferred Qualifications

• Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly desired
• Technical knowledge or a technical background is highly desirable