Senior Account Executive
Senior Account Executive
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$ 251021 - 301225
1 Vacancy
Job Description
Fastly helps people stay better connected with the things they love. Fastlys edge cloud platform enables customers to create great digital experiences quickly securely and reliably by processing serving and securing our customers applications as close to their endusers as possible at the edge of the Internet. The platform is designed to take advantage of the modern internet to be programmable and to support agile software development. Fastlys customers include many of the worlds most prominent companies including Vimeo Pinterest The New York Times and GitHub.
Were building a more trustworthy Internet. Come join us.
Posting Open Date: April 3rd 2025
Anticipated Posting Close Date*: May 30th 2025
*Job posting may close early due to the volume of applicants.
Senior Account Executive Enterprise (Southern California)
Fastly has already disrupted CDN technology and has quickly expanded to become a recognized leader in the security and edge compute markets. Our sales team engages in a consultative selling approach learns the individual needs of each customer and delivers custom solutions.We focus on creating a positive customer experience in order to build longstanding relationships.
The sales teams focus is driving revenue adoption and market penetration in targeted accounts in a vertical selling motion. The ideal candidate possesses a technical sales background that enables them to drive an engagement at the CXO IT architect and software developer levels.You should be a selfstarter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly bookings and revenue targets.
What Youll Do:
- Accountable for driving Enterprise $1B in Customer Revenue) new business and logos across multiple verticals (Commerce Hightech Fintech and Education) while meeting or exceeding quota goals in the SoCal region 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 logos and additional business units in large complex organizations.
- Effectively and autonomously deliver the Fastly company story vertical talk track value propositionbased presentations and product demonstrations to identify a prospects 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. Strong ability to close sales run accurate pipeline and forecast within salesforce CRM & Clari
What Were Looking For:
- A selfstarter with 5 years of technology (B2B SaaS preferred) related sales or NEW business development experience able to demonstrate development growth and expansion of territory. Experience selling to companies in the Southern California region over $1B in customer revenue (Mexico City). A technical sales background and a strong marketing and business development acumen enable them to drive an engagement at the CTO CISO and VP of Digital Experience levels using ROI models and case studies to justify the need
- Direct field experience and extensive customer network within Enterprise Fortune 1000 and large multidivisional/multinational companies
- 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
- 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 a plus.
- Strong communication and presentation skills
- Passion for working in a multifaceted collaborative and purpose driven environment.
- Domestic travel up to 50 will be required. Ability to travel to visit customers and attend trade shows/events will be required for this position.
- Well be super impressed if you have experience in any of these:
- Experience with selling security technologies content delivery network services or website performance through channel partners
- Large Complex organizations with many business units.
- Understanding how security plays in the marketplace.
SF / LA Fair Chance Ordinance Statement
Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Salary:
The estimated range for OnTarget Earnings for this role is $251021.00 to $301225.00 OnTarget Earnings consists of a combination of annual base pay and sales compensation variable target. The standard pay split for this role (i.e. base pay vs. variable target is 50/50.
Starting salary may vary based on permissible nondiscriminatory factors such as experience skills qualifications and location.
This role is eligible to participate in Fastlys global sales compensation plan and may participate in Fastlys equity program.
Work Hours:
- This position will require you to be available during core business hours.
Work Location(s) & Travel Requirements:
This position is open to candidates in Los Angeles Ca (Area)
The preferred locations for this position are:
- Greater Los Angeles area
Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.
This position may require travel as required by your role or requested by your manager.
Benefits:
We care about you. Fastly works hard to create a positive environment for our employees and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings
We offer a 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 are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2024 we offer 10 paid local holidays 11 paid company wellness days.
Why Fastly
We have a huge impact.Fastly is a small company with a big reach. Not only doour customershave a tremendous user base but we also support a growing number ofopen source projects and initiatives.Outside of code employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
We love distributed teams. Fastlys homebase is in San Francisco but we have multiple offices and employees sprinkled around the globe. As a new hire you will be able to attend our INPERSON new hire orientation in our San Francisco office! It is an exciting weeklong experience that we offer to new employees to build connections with colleagues across Fastly participate in handson learning opportunities and immerse yourself in our culture firsthand.
We value diversity.Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful every day.
We are passionate.Fastly is chock full of passionate people and were not one size fits all. Fastly employs authors pilots skiers parents (of humans and animals) makeup geeks coffee connoisseurs and more. We love employees for who they are and what they are passionate about.
Were always looking for humble sharp and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.
Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin family or parental status physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or any other characteristic protected by applicable laws regulations and ordinances.
Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process to perform essential job functions and/or to receive other benefits and privileges of employment please contact your Recruiter or the Fastly Employee Relations team at or.
Fastly collects and processes personal data submitted by job applicants in accordance with ourPrivacy Policy. Please see ourprivacy notice for job applicants.
Required Experience:
Senior IC
Employment Type
Full Time
