Fastly
Account Executive | Enterprise – New England & NY (Hybrid/Remote – must live in Northeast US)
Fastly helps people stay better connected by enabling customers to build great digital experiences quickly, securely, and reliably. Our edge cloud platform processes, serves, and secures applications as close to end‑users as possible, supporting programmable, agile software development for leading companies such as Vimeo, Pinterest, The New York Times, and GitHub.
We’re building a more trustworthy Internet. Join us.
Responsibilities
Drive new business and logos while meeting or exceeding quota, leading all aspects of the sales cycle from prospecting to account management.
Prepare and execute a territory plan, using available tools to prospect effectively and achieve activity metrics set by Sales Managers and operations.
Map new accounts with key stakeholders, develop account plans, and penetrate accounts in partnership with the Sales Manager.
Deliver the Fastly company story through vertical talk-track value propositions, presentations, and product demonstrations.
Identify prospects’ issues, articulate potential solutions, and prepare compelling proposals, quotes, and contracts with Sales Management and the Deal desk.
Develop and communicate deal frameworks, coordinate evaluations/POCs, and validate success criteria using appropriate testing methodology.
Accelerate customer adoption of Fastly technology and ensure customer satisfaction.
Maintain accurate account and contact data in SFDC, forecast bookings and revenue, track sales activity, and build target lists.
Provide insight into the market based on frontline experience and the voice of the customer.
Qualifications
3–5+ years of technology (B2B, SaaS preferred) enterprise sales experience with a proven track record of territory development, growth, and expansion.
Technical sales background with strong marketing and business development acumen, capable of engaging at the CTO, CMO, and VP of Digital Experience levels using ROI models and case studies.
Experience with security technologies, CDN services, web analytics, website performance, cloud storage, mobile content delivery, or managed hosting.
Passion for working in a collaborative, purpose‑driven environment.
Experience running a sales pipeline and driving partnerships to closure.
BA/BS degree in Engineering or Business disciplines (Finance, Economics, Marketing, etc.).
Ability to travel to customer meetings, trade shows, and events as needed.
Strong communication and presentation skills.
What You’ll Get Salary The estimated On‑Target Earnings range is $251,021.00 to $301,225.00, with a 50/50 base/variable split. Starting salary may vary based on experience, skills, qualifications, and location.
Work Hours This position requires availability during core business hours.
Work Location & Travel Open to hybrid and remote within the Midwest/Northeast markets. The role may require travel as requested by your manager.
Benefits We offer a comprehensive benefits package starting on day one, including medical, dental, vision, mental health support, Employee Assistance Program, life, disability, accident insurance, a flexible vacation policy, 401(k) with company match, Employee Stock Purchase Program, 10 paid local holidays, and 11 paid company wellness days.
Why Fastly?
Large impact with a small company culture, supporting many open‑source projects.
Distributed teams with a global presence and in‑person onboarding at our San Francisco office.
Commitment to diversity, inclusion, and employee authenticity.
Passionate team with diverse interests.
We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit, please apply! 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 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 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, 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.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Software Development (Industries: Software Development)
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We’re building a more trustworthy Internet. Join us.
Responsibilities
Drive new business and logos while meeting or exceeding quota, leading all aspects of the sales cycle from prospecting to account management.
Prepare and execute a territory plan, using available tools to prospect effectively and achieve activity metrics set by Sales Managers and operations.
Map new accounts with key stakeholders, develop account plans, and penetrate accounts in partnership with the Sales Manager.
Deliver the Fastly company story through vertical talk-track value propositions, presentations, and product demonstrations.
Identify prospects’ issues, articulate potential solutions, and prepare compelling proposals, quotes, and contracts with Sales Management and the Deal desk.
Develop and communicate deal frameworks, coordinate evaluations/POCs, and validate success criteria using appropriate testing methodology.
Accelerate customer adoption of Fastly technology and ensure customer satisfaction.
Maintain accurate account and contact data in SFDC, forecast bookings and revenue, track sales activity, and build target lists.
Provide insight into the market based on frontline experience and the voice of the customer.
Qualifications
3–5+ years of technology (B2B, SaaS preferred) enterprise sales experience with a proven track record of territory development, growth, and expansion.
Technical sales background with strong marketing and business development acumen, capable of engaging at the CTO, CMO, and VP of Digital Experience levels using ROI models and case studies.
Experience with security technologies, CDN services, web analytics, website performance, cloud storage, mobile content delivery, or managed hosting.
Passion for working in a collaborative, purpose‑driven environment.
Experience running a sales pipeline and driving partnerships to closure.
BA/BS degree in Engineering or Business disciplines (Finance, Economics, Marketing, etc.).
Ability to travel to customer meetings, trade shows, and events as needed.
Strong communication and presentation skills.
What You’ll Get Salary The estimated On‑Target Earnings range is $251,021.00 to $301,225.00, with a 50/50 base/variable split. Starting salary may vary based on experience, skills, qualifications, and location.
Work Hours This position requires availability during core business hours.
Work Location & Travel Open to hybrid and remote within the Midwest/Northeast markets. The role may require travel as requested by your manager.
Benefits We offer a comprehensive benefits package starting on day one, including medical, dental, vision, mental health support, Employee Assistance Program, life, disability, accident insurance, a flexible vacation policy, 401(k) with company match, Employee Stock Purchase Program, 10 paid local holidays, and 11 paid company wellness days.
Why Fastly?
Large impact with a small company culture, supporting many open‑source projects.
Distributed teams with a global presence and in‑person onboarding at our San Francisco office.
Commitment to diversity, inclusion, and employee authenticity.
Passionate team with diverse interests.
We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit, please apply! 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 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 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, 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.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Software Development (Industries: Software Development)
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