Senior Account Executive, Commercial

About the role

Fastly is seeking a motivated sales professional to drive revenue growth within our commercial segment. You will manage the full sales cycle, from identifying new business prospects to closing complex deals for our edge cloud platform. In this capacity, you will own the strategic progression of key accounts from initial discovery through to expansion and renewal. You will act as the primary commercial advocate for Fastly, ensuring that customer objectives are aligned with our technical capabilities and business goals. The role requires a disciplined approach to forecasting and pipeline management to sustain predictable revenue generation. You will be responsible for building and maintaining strong executive relationships that influence purchasing decisions at the highest level. Success in this position will be measured by your ability to convert technical interest into binding commercial contracts. You will continuously refine your understanding of market dynamics to position Fastly as the leading choice for edge computing solutions.

Key facts

What you'll do

• Prospect and build a pipeline of new commercial accounts by identifying high-value opportunities within target verticals.
• Present Fastly's edge cloud, security, and compute solutions to technical and business stakeholders using a consultative selling methodology.
• Manage contract negotiations and finalize agreements with new customers while ensuring terms align with legal and compliance standards.
• Collaborate with internal engineering and support teams to ensure successful client onboarding and seamless implementation.
• Maintain accurate records of sales activities and forecasting within our CRM to provide real-time visibility into pipeline health.
• Develop and execute account plans that outline key milestones, stakeholder mapping, and value realization strategies for strategic customers.
• Conduct competitive analysis to differentiate Fastly's offerings and counter alternative solutions during the evaluation process.
• Partner with marketing teams to create tailored content that supports outbound campaigns and targeted account-based marketing initiatives.
• Identify expansion opportunities within existing customer portfolios by uncovering new use cases for edge cloud and security features.
• Mentor junior sales team members by sharing best practices and providing feedback on pitch development and negotiation tactics.
• Lead cross-functional workshops to align internal stakeholders around customer needs and solution positioning.
• Utilize data-driven insights to prioritize prospects and optimize conversion rates across all stages of the sales funnel.

Requirements

• Proven track record of meeting or exceeding sales quotas in a B2B technology environment over a sustained period.
• Experience selling cloud infrastructure, CDN, or web security products to enterprise or mid-market customers.
• Ability to articulate technical concepts to both developers and executive leadership without relying on jargon or assumptions.
• Proficiency in managing long-term sales cycles that involve multiple decision-makers and complex procurement processes.
• Demonstrated skill in negotiating complex deal structures that balance customer requirements with company objectives.
• Strong understanding of data privacy regulations and security frameworks relevant to global enterprise markets.
• Willingness to travel within the assigned territory to meet with key stakeholders and attend industry events as required.
• Commitment to adhering to Fastly's code of conduct and ethical sales practices in all professional interactions.
• Excellent written and verbal communication skills with the ability to craft compelling narratives around product value.
• Self-motivated mindset capable of thriving in a fast-paced environment with minimal direct supervision.

Skills & tools

• CRM software proficiency, specifically in platforms used for tracking complex B2B sales pipelines.
• Sales pipeline management expertise, including forecasting, stage progression, and win-rate analysis.
• Technical knowledge of web architecture, security protocols, and cloud computing to engage in solution discussions.
• Experience with collaboration tools used for coordinating across engineering, product, and customer success teams.
• Familiarity with data visualization tools to interpret performance metrics and adjust strategies accordingly.
• Understanding of content management systems and edge delivery mechanisms to better address technical inquiries.
• Basic scripting knowledge to validate technical integrations or troubleshoot simple implementation issues.
• Familiarity with customer relationship strategies in highly regulated industries such as finance or healthcare.
• Experience with A/B testing methodologies to refine messaging and improve sales outreach effectiveness.
• Commitment to continuous learning regarding emerging trends in edge computing and real-time data processing.

Nice to have

Preference will be given to candidates who have previously worked in a subscription-based business model.

Experience in managing key strategic accounts with a history of multi-year agreements is highly valued.

Background in developer advocacy or technical presales roles is considered an asset for this position.

Familiarity with open source ecosystems and community-driven growth strategies is preferred.

Candidates with a history of mentoring new hires in sales techniques will be viewed favorably.

Practical notes

This is a full-time position based in New York City, NY.

No specific working hours are outlined beyond standard full-time expectations.

No travel restrictions are specified, but willingness to travel within the region is required.

No visa sponsorship information is provided in the source material.

There are no application deadlines mentioned in the source documentation.

Compensation details are not included in the provided source information.