Account Executive

Fastly helps the world’s most popular digital businesses keep pace with their customer expectations by delivering fast, secure, and scalable online experiences. Businesses trust Fastly to accelerate the pace of technical innovation, mitigate evolving threats, and scale on demand. Founded in 2011, Fastly powers online destinations including Airbnb, GitHub, Alaska Airlines, Pinterest, Vimeo, The Guardian, and The New York Times.

The worldwide cloud services market is projected to grow rapidly to $236 billion in 2020, according to Forrester, Inc. As more and more businesses move operations to the cloud, Fastly is well positioned to continue increasing CDN, cloud networking and cloud security market share with edge cloud services that reach beyond content delivery.

We’re building a better Internet. Come join us. 

Account Executive

Fastly has already disrupted CDN technology and now we are changing how CDN is sold.  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 long-standing relationships.

The sales team’s focus is driving revenue, adoption and market penetration in targeted accounts.  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 self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets.

What You'll Do

  • Accountable for driving business, and meeting or exceeding quota goals and MBO’s.
  • Effectively and independently deliver the Fastly company story, value proposition, and product demonstrations
  • Work with Sales Management to prepare and manage proposals, quotes, and contracts
  • Accelerate customer adoption and ensure customer satisfaction
  • Managing all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiation, closing steps, and account management
  • Work with Sales Manager/Account Managers to develop account plans and penetrate new accounts, identify and map customer accounts
  • Uses all available tools to prospect effectively and maintains activity metrics provided by Sales Managers
  • Work with Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans and penetrate new accounts
  • Builds deal framework for all deals set to close, including necessary stakeholders, deliverables and timelines for both sides. Be able to communicate this effectively to the customer. Coordinates Eval/POC with customer. Validates success criteria with the right testing methodology. 
  • Identifies prospects’ issues, recognizes requirements, and effectively articulates potential solutions utilizing the Fastly value proposition and use cases. Offers methods of validating the theses.
  • Adheres to territory assignment and passes off conversations that fall into other reps' areas of responsibility. 
  • Use SFDC to maintain updated account/contact information, forecast revenue, track sales activity, and build target lists using reports. 

What We're Looking For

  • 5+ years of technology (B2B, SaaS preferred) related sales or business development experience 
  • Passion for working in a dynamic, collaborative, and purpose driven environment
  • Experience managing a sales pipeline and driving partnerships to closure
  • Experience with media streaming technologies and content delivery network services, interactive services, digital rights management (DRM), content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting is highly desired
  • BA/BS degree required, major in engineering, computer science, or MIS a plus
  • Ability to travel to field support trade shows and events as needed
  • Strong communication and presentation skills

Why Fastly?

  • We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open 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. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. In fact, 50% of our employees work outside of SF! An international remote culture is in our DNA.
  • 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 like up to 20 weeks of paid parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our folks to take the time they need to recharge (some benefits may vary by location).
  • 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 we’re 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.