Senior Manager, Sales Development

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 end-users 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 GitHub Yelp Paramount and JetBlue.

Were building a more trustworthy Internet. Come join us.

Posting Open Date: May 1st 2026

Anticipated Posting Close Date*: June 24 2025

*Job posting may close early due to the volume of applicants.

Senior Manager Sales Development

Our Sales Development team is growing and we are seeking a Senior Manager of Sales Development in Denver to lead coach and scale our Enterprise SDR this role you will partner cross-functionally with Marketing Sales Enablement and Revenue Operations to drive strategic pipeline generation and revenue growth across priority enterprise segments. You will play a critical role in shaping our outbound strategy developing high-performing SDR talent and building a strong pipeline of future Account Executives and sales leaders within Fastly.

What Youll Do:

• Drive strategic pipeline generation through account-based prospecting and highly targeted outbound campaigns focused on enterprise accounts and key industry verticals

• Design and implement comprehensive training programs on enterprise prospecting including stakeholder mapping multithreading and complex opportunity qualification frameworks (e.g. MEDDICC)

• Hire coach and mentor SDRs on advanced prospecting strategies executive-level engagement and navigating large matrixed organizations to create high-quality pipeline

• Partner with Sales Leadership and Marketing to align outbound efforts with account-based strategies key verticals and priority segments

• Develop SDR career progression frameworks and actively mentor top performers toward promotion into Account Executive roles

• Establish and evolve the long-term vision for the Enterprise SDR function aligning team structure segmentation and strategy to support enterprise revenue growth and owning formal development programs that prepare SDRs for successful transition into Account Executive roles

What Were Looking For:

• 5 years of experience managing BDR/SDR or New Business AE teams with significant experience in enterprise-focused organizations both in-office and remote

• Personal closing experience strongly preferred (former AE Account Manager or hybrid IC/management role)

• Experience with account-based marketing/selling strategies and tools

• Strong analytical skills with experience developing sophisticated prospecting systems

• Experience with modern sales and prospecting tools such as Salesforce LinkedIn Sales Navigator Apollo and AI-driven prospecting platforms

• Demonstrated ability to coach reps on navigating complex enterprise organizations including multi-threading across technical and business stakeholders

• Strong communication and executive presence with the ability to engage senior leaders across engineering security and digital business teams

• Experience selling technical solutions in API-first CDN edge cloud security or consumption-based business models preferred

• Familiarity with developer-centric sales motions and articulating value to both technical and non-technical audiences

• Bachelors degree or equivalent practical experience

Well be super impressed if you have experience in any of these:

• Background in MEDDPPICC and Command of the Message

• Track record of developing BDRs who successfully transition to enterprise AE roles

• Experience building enterprise prospecting playbooks from scratch

• Background in cloud infrastructure edge computing CDN security or developer platforms

Work Hours:

• This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements:

This position is open to the following preferred office locations:

• Denver Colorado

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 will require you to be in the office three days per week Tuesday through Thursday.

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 On-Target Earnings for this role is $199268.00 to $239121.500. On-Target 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 70/30.

Starting salary may vary based on permissible non-discriminatory 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.

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 2026 we offer 11 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 of code employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.

• 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.

All job applications must be submitted through our official careers site at We will never request sensitive information such as your Social Security number bank account or credit card information during the application process. All official communication will come from an @ or @ email address.

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 .

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