Senior Account Executive, Commercial

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. Posting Open Date: May 4th, 2025 Anticipated Posting Close Date*:June 30th, 2025 *Job posting may close early due to the volume of applicants. Senior Territory Account Executive 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 Vimeo, Pinterest, The New York Times, and GitHub. 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. 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 Own the Full Life Cycle: Manage full deal lifecycle for both New Business deals and Customer Upsell/Cross-sells for Commercial Accounts. Quarterback of your “Node”: Facilitate territory strategy with your Sales Engineer, Account Manager, and Business Development Representative Strategic Territory Ownership: Build and execute a data-driven "Go-to-Market" plan for either the NYC/Mid Atlantic Market Consultative Technical Selling: Partner directly with dedicated Sales Engineers to solve complex edge-computing, security, and delivery challenges for sophisticated technical buyers High-Velocity Pipeline Generation: Utilize inbound leads and outbound multi-channel prospecting to maintain a robust pipeline Predictable Growth: Maintain high standards of CRM hygiene and forecasting accuracy within Clari, providing visibility into the health of the East region’s commercial business. Modern Sales Tech Stack: Leverage a world-class suite of tools including 6sense for intent data, Outreach for sequencing, ZoomInfo for intelligence, and Clari for precise forecasting. Evangelize the Edge: Elevate Fastly’s vision and communicate our value proposition to VP and C-Suite executives. Shape the Culture: Join a high-energy, "Commercial East" team where your feedback directly influences sales plays and regional strategy What We're Looking For A self-starter with 3+ years of technology (B2B, SaaS preferred) related sales or business development 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 BA/BS degree preferred (major in an Engineering or Business discipline: Finance, Economics, Marketing, etc. preferred) Ability to travel to customer meetings, trade shows, and events as needed Strong communication and presentation skills We'll be super impressed if you have experience in any of these: SaaS, PaaS, UGC, or Ad-Tech market experience Understanding how application security impacts a medium to large enterprise Work Hours: This position will require you to be available during core business hours. Work Location(s) & Travel Requirements: This position is a remote role and open to candidates residing in the following locations: East Coast Based (New York Preferred) This position may require travel as required by your role or requested by your 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. Salary: The estimated range for On-Target Earnings for this role is $199.268.00 to $239,121.50. 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 2026, we offer 12 paid local holidays, 12 paid company wellness days. Why Fastly? 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. 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 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 [email protected] or 501-287-4901. 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