Senior Account Executive, Enterprise - Northwest

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 long-standing relationships.

The sales team's 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 self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly bookings and revenue targets.

What You'll 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 Northwest region (WA, OR, ID), 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 assignments 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 proposition-based presentations, and product demonstrations to identify a prospect's 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.com CRM & Clari

What We're Looking For:

• A self-starter 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 Northwest region over $1B+ in customer revenue (WA, OR & ID)

• 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 multi-divisional/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 prospect for new customers, customer meetings, partner 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, partners and attend trade shows/events will be required for this position.

We'll 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

Work Hours:

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

Work Locations & Travel Requirements:

The preferred locations for this position are:

• Seattle, WA
• Portland, OR

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

We are willing to consider remote candidates in Idaho.

This position may require travel as required by your role or requested by your manager.

Salary:

The estimated range for On-Target Earnings for this role is $208,650 to $303,270. 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 50/50%.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role is eligible to participate in Fastly's global sales compensation plan and may participate in Fastly's 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 2024, we offer 10 paid local holidays, 11 paid company wellness days.