SMB Account Executive - Media (West)

SMB Account Executive (West/Bay Area)

What You'll Do

• Consistently exceed monthly, quarterly and annual sales quota by educating potential customers on Fastly features, products and services.
• Fully develop opportunities by performing data gathering on prospects and their use cases, and taking stock of current Deliver, Secure and Compute use cases and any in-play ancillary technologies.
• Identify the technical team and the evaluating team, commercial stakeholders, timeline and extant use case. Manage all aspects of the sales cycle, leverage resources when appropriate and determine what Fastly services or features are appropriate based on data gathering.
• Develop rapport and relationships with the C-Suite, in addition to evaluators.
• Build deal frameworks for all deals set to close, including necessary stakeholders, deliverables and timelines. Coordinate technical evaluation and POC. Communicate compelling events to sales leadership as they arise.
• Identify prospects’ issues and clearly articulate them to management. Also provide potential solutions and alternatives to address those issues, utilizing the Fastly value prop against extant use cases.
• Develop and maintain daily plans to maximize phone time, emails, and other outreach touchpoints.
• Work with Sales Management and the Deal Desk to prepare and deliver compelling proposals, quotes, and contracts.
• Work with Sales Engineering, Operations, Marketing, and/or Product Teams when appropriate.

What We're Looking For

Basic Qualifications:

• 2+ years of related experience.
• Media/streaming delivery experience a plus.
• Proven track record of success and ability to thrive in a metrics-driven sales culture.
• Curiosity and a desire to understand a customer’s industry/business and meet their unarticulated and unmet needs.
• Demonstrates an insatiable appetite to learn and improve.
• Fearless attitude and a willingness to take intelligent risks.
• Sense of urgency.
• Problem-solver.
• Ability to get things done despite obstacles or challenges.
• Eagerness to work hard, exceed expectations and outperform quotas.

Preferred Qualifications:

• Enterprise software and/or SaaS solutions expertise strongly preferred
• Experience selling into Commercial accounts
• Previous Sales Methodology training, CRM experience, and strong customer references preferred
• Bachelor's degree in Computer Science a plus

Salary

The estimated range for On-Target Earnings for this role is $88,490 to $128,620. 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 80/20%.

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), company paid holidays, paid time off and paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program.

COVID Travel Policy

Fastly is committed to safeguarding the health and well-being of our employees. Therefore, new hires may be required to be fully vaccinated against COVID-19 if the role requires business-related travel, in-person meetings, attending large events and working in an office location, unless a reasonable accommodation is approved or if prohibited by local law