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About the Role

Fastly's edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing applications as close to end-users as possible. We are building the engine that powers our partners’ growth, aiming to create a repeatable, scalable, and automated sales machine. This role is for a Builder-Seller who understands our technical product and can drive sales outcomes.

Responsibilities

Drive new bookings and accountable for revenue generated through partners.
Build and maintain high-quality, qualified partner-sourced pipeline.
Own the health and activity level of the partner portfolio.
Co-sell with partners, providing technical and sales support to close deals.
Deliver playbooks, training, and technical confidence to partner teams.
Execute co-marketing campaigns and events to drive pipeline.
Identify and fix operational "bugs" in processes like deal registration or onboarding.

Requirements

Proven track record as a high-agency individual contributor in cloud, edge, or enterprise software.
3+ years of direct experience driving revenue within the VAR/MSP/SI ecosystem.
History of driving cross-functional alignment without formal authority.
Deep understanding of the modern stack: WAF, DDoS, Edge Infrastructure, and serverless compute.
Must be available during core business hours.
May require travel as required by the role or requested by manager.
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.
A fully completed application and resume or CV are required when applying.
All job applications must be submitted through our official careers site at www.fastly.com/about/careers.
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 @fastly.com or @recruiting.fastly.com email address.
Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy.

Skills

WAF
Bot detection
Edge infrastructure
Financial modeling (rebates, margins, MDF)
Working with VARs, MSPs, and SIs
Cloud
Edge
Enterprise software
DDoS
Serverless compute

Location

New York/East Coast
Remote

Work Type

Remote
Full-time

Experience Level

5+ Years Experience
Senior

Salary/Compensations

$184,508.00 - $221,409.00 On-Target Earnings (OTE)
OTE consists of a combination of annual base pay and sales compensation variable target (75/25 split).
Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.
Eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

Benefits

Medical, dental, and vision insurance
Family planning support
Mental health support
Employee Assistance Program
Life, Disability, and Accident Insurance
Flexible Vacation policy
Up to 18 days of accrued paid sick leave
401(k) with company match
Employee Stock Purchase Program
12 paid local holidays (for 2026)
12 paid company wellness days (for 2026)

About the Company

Fastly helps people stay better connected with the things they love.
We are building a more trustworthy Internet.
Our customers include many of the world’s prominent companies, including GitHub, Yelp, Paramount, and JetBlue.
We have a huge impact. Fastly is a small company with a big reach.
We support a growing number of open source projects and initiatives.
We value diversity and are committed to being a company where employees feel comfortable bringing their authentic selves to work.
We are passionate and employ a diverse range of individuals with varied interests.
We’re always looking for humble, sharp, and creative folks to join the Fastly team.

Equal Opportunity

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment.
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.
Fastly will provide reasonable accommodations for applicants and employees with disabilities consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws.
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 candidateaccommodations@fastly.com or 501-287-4901.