Sales Development Representative

About the role

Fastly is seeking a motivated professional to join our sales team and drive growth by identifying and engaging potential new customers. You will play a key role in expanding our market presence by connecting with organizations that can benefit from our edge cloud platform. In this capacity, you will act as the initial point of contact for a variety of inbound and outbound inquiries, shaping the first impression of our brand. The role requires a high degree of ownership over the front-end sales process, from the first spark of interest to the final handoff. You will be responsible for building a sustainable stream of opportunities that fuels the success of the broader organization. Success in this position will be defined by your ability to consistently source, qualify, and nurture leads with a data-driven approach. This is a critical function that directly influences the scalability and efficiency of the sales pipeline.

Key facts

What you'll do

• Source and conduct proactive research to map target accounts and uncover new vertical opportunities that align with our strategic goals.
• Execute multi-channel outreach campaigns utilizing phone, email, and LinkedIn to initiate conversations with technical influencers and executive sponsors.
• Analyze incoming inquiries and assess lead quality to ensure our executive team focuses efforts on the highest probability opportunities.
• Translate complex technical documentation into accessible business benefits for non-technical audiences during discovery conversations.
• Coordinate closely with the solutions engineering team to arrange live product demonstrations and tailored proof-of-concept sessions.
• Input and maintain meticulous records of every interaction, ensuring the CRM accurately reflects the health and stage of each deal.
• Partner with marketing to analyze campaign performance data and iterate on messaging to improve response rates and engagement.
• Provide real-time feedback to product and leadership teams regarding competitive positioning and emerging customer pain points in the market.
• Develop a deep understanding of the buyer journey to optimize touchpoints and improve conversion rates across all stages of the funnel.
• Act as an ambassador for the brand, ensuring every communication reflects the values of reliability, performance, and innovation that Fastly embodies.

Requirements

• You must possess a demonstrated interest in pursuing a career in technology sales and a commitment to long-term growth in this field.
• You must have strong verbal and written communication skills that enable professional engagement with stakeholders at various organizational levels.
• You must have the capacity to manage time effectively and prioritize tasks to meet quotas in a fast-paced, deadline-driven environment.
• You must be able to learn technical concepts related to edge computing, security, and content delivery to effectively discuss solutions with prospects.
• You must exhibit resilience and a goal-oriented mindset when handling high volumes of outreach and facing frequent rejection.
• You must be legally authorized to work in the United States of America without requiring sponsorship for this position at this time.
• You must have the right to work in the United States of America as a citizen, national, or permanent resident (green card holder) or have other unrestricted work authorization.
• You must be located in the Denver, Colorado Metropolitan Area and be prepared to work from the designated work location.

Nice to have

• Prior experience in a sales development, lead generation, or customer-facing role that involved quota attainment.
• Familiarity with CRM tools such as Salesforce or outreach automation software like Outreach.io or Salesloft.
• Understanding of the cloud infrastructure or CDN market landscape and the key players driving innovation in that space.

Skills & tools

• Proven ability in prospecting and lead qualification through various discovery techniques.
• Expertise in CRM management to track activities and forecast revenue accurately.
• Mastery of cold outreach techniques to build rapport and generate interest via digital channels.
• A data-driven approach to pipeline development and management.
• Exceptional presentation and communication skills to articulate value propositions clearly.

Practical notes

• Please submit your application through the official Fastly careers portal to be considered.
• This role is based in Denver, Colorado, and requires relocation or current residency within the designated metropolitan area.
• As this is a full-time position, it requires a standard forty-hour commitment per week during established business hours.
• Candidates must be able to start within the timeframe specified in the official posting and adhere to all standard onboarding requirements.