Senior Account Executive - Media

Posting Open Date: June 25, 2024

Anticipated Posting Close Date*: July 25, 2024

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

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 crafting a positive customer experience in order to build long-standing relationships.

The Enterprise Media sales team's focus is closing new business, driving revenue, adoption and market penetration in major media accounts. You possess 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.

If you have a successful track record of selling a highly technical product to consumer web, mobile, media and enterprise companies we would like to hear from you.

What You'll Do:

• Accountable for driving business, and meeting or exceeding quota

• Effectively and independently deliver the Fastly company story, value proposition, and product demonstrations

• Develop and execute a comprehensive account/territory plan to drive revenue and market share in your defined territory and Media vertical.

• Prepare and lead proposals, quotes, and contracts

• Upsell products and services to existing book of business

• Accelerate customer adoption and ensure customer happiness

• Develop strategic relationships with key accounts

• Manage time well while running all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiation close, account management

What We're Looking For:

• 10+ years direct field experience and customer network. Selling within Media, Streaming & Gaming sectors--contacts within Fortune 1000 and large multi-divisional/multinational companies is ideal is a big plus

• 10+ years of technology (B2B, SaaS preferred) related sales or business development experience with C-level executives

• Experience with media, large-scale entertainment, gaming and social networking clients

• Strong ability to close deals that average $50k+ MRR run an accurate pipeline and forecast

• Ability to navigate complex deals/sales cycles and often with partners

• Independent, self-disciplined, and possess strong verbal and written communication skills

• Coachable and is receptive to receiving and giving feedback

• Ability to thrive in a start-up environment

• Domestic travel up to 25%

• We always seek humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply!

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 (remote)
• Los Angeles, CA (remote)
• Denver, CO (we have an office)

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 the United States.

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

SF / LA Fair Chance Ordinance Statement

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 $229,510 to $333,600. 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.