Senior Account Executive, Enterprise

About the role

Fastly is seeking a high-performing sales professional to manage enterprise-level accounts and drive revenue growth in the Los Angeles region. You will focus on positioning our edge cloud platform to help large organizations improve their digital performance, security, and developer efficiency. In this capacity, you will act as a trusted advisor to C-suite and technical leaders, navigating complex procurement processes to secure and expand strategic partnerships. The role demands a consultative approach where you diagnose digital experience challenges and align Fastly's capabilities with critical business objectives. You will be responsible for owning key accounts in Southern California, ensuring retention, expansion, and advocacy within your portfolio. Success in this position will be measured by your ability to convert enterprise opportunities into long-term, multi-year agreements that exceed revenue targets. You will contribute directly to the company's growth trajectory by establishing Fastly as the foundational layer for our customers' digital infrastructure.

Key facts

What you'll do

• Conduct in-depth discovery sessions with enterprise stakeholders to map strategic initiatives to Fastly edge computing solutions.
• Architect and deliver compelling value propositions that highlight performance acceleration, security hardening, and developer productivity gains.
• Lead cross-functional initiatives with engineering and product teams to tailor demonstrations that resolve specific client technical requirements.
• Negotiate commercial terms and contract structures with procurement and legal teams to ensure alignment with enterprise buying processes.
• Utilize advanced pipeline management techniques to forecast revenue, identify roadblocks, and move opportunities through defined sales stages.
• Develop multi-threaded relationship strategies that engage influencers across technical, financial, and executive decision-making units.
• Analyze competitive landscapes to position Fastly's edge CDN and security advantages against alternative infrastructure providers.
• Create data-driven business cases that quantify the total cost of ownership and return on investment for Fastly platform adoption.
• Mentor junior sales representatives on enterprise selling techniques and strategic account planning best practices.
• Collaborate with customer success to ensure seamless onboarding and ongoing value realization, driving expansion revenue.
• Maintain rigorous documentation in CRM systems to ensure transparency and continuity in account management.
• Identify new use cases within existing accounts to deploy additional Fastly services and features.
• Represent Fastly at industry conferences and executive briefings to strengthen brand presence in the Los Angeles market.
• Drive the adoption of sales methodologies that emphasize insight-based selling and stakeholder consensus building.

Requirements

• Demonstrated history of exceeding quota in enterprise software sales roles within the cloud infrastructure or technology sector.
• Proven ability to manage complex sales cycles that involve six or more decision-makers and multiple procurement phases.
• Solid understanding of edge computing, content delivery networks, and cloud security architectures and their business implications.
• Exceptional verbal and written communication skills capable of influencing executive stakeholders without relying on positional authority.
• Experience presenting technical solutions to non-technical audiences while maintaining appropriate depth and clarity.
• Self-motivated work style with the discipline to manage a high volume of opportunities and prioritize tasks in a dynamic environment.
• Capacity to interpret complex customer requirements and translate them into actionable solutions using Fastly's platform features.
• Commitment to ethical sales practices and compliance with company policies, legal regulations, and industry standards.
• Willingness to travel regionally for client meetings, industry events, and internal training sessions as business needs require.
• Demonstrated success in building long-term trust with clients through consultative engagements and follow-through on commitments.

Skills & tools

• Mastery of enterprise sales methodologies such as MEDDICC or Challenger Sale.
• Comprehensive knowledge of cloud infrastructure service models including IaaS, PaaS, and edge delivery frameworks.
• Advanced proficiency in CRM platforms such as Salesforce, including record management and pipeline reporting.
• Expertise in sales forecasting and the creation of realistic pipeline projections based on opportunity stage.
• Experience conducting technical solution selling that integrates architecture discussions with commercial negotiations.
• Familiarity with digital experience monitoring and real-user analytics to support discovery and qualification activities.
• Strong written and verbal communication skills tailored to executive briefings and technical workshops.
• Ability to synthesize large volumes of customer data into concise, actionable insights for internal stakeholders.
• Experience leveraging data analytics to refine sales strategies and improve conversion rates across the enterprise pipeline.
• Comfort working with agile product teams to provide feedback that shapes solution enhancements.

Nice to have

• Experience selling to Fortune 500 companies in the technology, media, or financial services sectors.
• Background in cybersecurity or risk management selling within cloud-based environments.
• Familiarity with developer advocacy and technical community engagement initiatives.
• Prior experience managing channel partnerships or indirect sales programs.
• Knowledge of video streaming infrastructure and content delivery optimization challenges.
• Experience with ABM (Account-Based Marketing) programs and coordinated sales-marketing initiatives.
• Certification in cloud platforms or edge computing technologies from major infrastructure providers.
• Track record of building executive-level sponsors within target accounts to champion Fastly solutions.

Practical notes

• Please ensure your application highlights your experience with enterprise-level account management and your specific achievements in the cloud or infrastructure sectors.
• This is a full-time position based in the Los Angeles, California area.
• Candidates must be authorized to work in the United States without sponsorship.
• Relocation assistance is not available for this role.
• The selected candidate should expect to travel within the Western United States for client engagements and industry events.
• Fastly is an equal opportunity employer and encourages applications from diverse candidates.