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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. The sales team engages in a consultative selling approach, focusing on creating positive customer experiences and building long-standing relationships to drive revenue, adoption, and market penetration.

Responsibilities

• Accountable for driving new business and logos, 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 accounts
• Effectively and autonomously deliver the Fastly company story, vertical talk track value proposition-based presentations, and product demonstrations
• Identify a prospect’s issues, recognize requirements, and effectively articulate potential solutions
• Work with Sales Management and the Deal desk to prepare and deliver compelling proposals, quotes, and contracts
• 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
• Accelerate customer adoption of Fastly technology and ensure customer satisfaction
• Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists
• Provide insight into the market based on first-line experience and the voice of the customer

Requirements

• A self-starter with 5+ years of technology (B2B, SaaS preferred) related enterprise sales experience able to demonstrate development, growth, and expansion of territory
• A technical sales background and a strong marketing and business development acumen enable them to drive an engagement at the CTO, CMO, and VP of Digital Experience levels, using ROI models and case studies to justify the need
• 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
• Passion for working in a multifaceted, collaborative, and purpose-driven environment
• Experience running a sales pipeline and driving partnerships to closure
• Ability to travel to customer meetings, trade shows, and events as needed
• Strong communication and presentation skills
• Ecommerce, Travel/Hospitality, Finance & Major Technology market experience
• Understanding how application security impacts a large enterprise

Skills

• Consultative selling
• Territory planning
• Account mapping
• Value proposition presentation
• Product demonstration
• Solution articulation
• Proposal generation
• Contract negotiation
• Deal framework development
• Customer adoption acceleration
• Sales forecasting
• Market insight provision
• B2B sales
• SaaS sales
• Enterprise sales
• Security technologies
• Content delivery network services
• Web analytics
• Website performance
• Cloud storage
• Mobile content delivery
• Managed web hosting
• Sales pipeline management
• Partnership development
• Communication skills
• Presentation skills

Location

• East Coast
• New England
• NYC

Work Type

• Hybrid
• Full-time

Experience Level

• Senior
• 5+ years of technology (B2B, SaaS preferred) related enterprise sales experience

Education Level

• BA/BS degree required, major in an Engineering or Business discipline: Finance, Economics, Marketing, etc

Salary/Compensations

• On-Target Earnings: $278,912.00 to $334,694.00
• Pay split: 50/50 base pay vs. variable target

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Family planning support
• Mental health support
• Employee Assistance Program
• Life insurance
• Disability insurance
• Accident insurance
• Flexible Vacation policy
• 18 days of accrued paid sick leave
• 401(k) with company match
• Employee Stock Purchase Program
• 10 paid local holidays
• 11 paid company wellness days

About the Company

• Fastly helps people stay better connected with the things they love.
• Fastly's 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.
• Fastly's customers include many of the world’s most prominent companies, including GitHub, Yelp, Paramount, and JetBlue.
• We're building a more trustworthy Internet. Come join us.
• Fastly has already disrupted CDN technology and has quickly expanded to become a recognized leader in the security and edge compute markets.
• 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 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.
• 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.
• 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 candidateaccommodations@fastly.com or 501-287-4901.
• Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy.
• Please see our privacy notice for job applicants.