Senior Account Executive

Role Overview

Senior Account Executive at Fastly (Full remote). You will run consultative, technical sales for new business and expansion deals, partnering with Sales Engineers to solve complex customer needs.

Key Responsibilities

• Manage the full deal lifecycle for new logos and expansion / cross-sell opportunities.
• Build and execute a data-driven Go-to-Market plan for the New York / Mid-Atlantic territory.
• Maintain a robust pipeline using multi-channel prospecting and inbound leads.
• Partner with Sales Engineers to address technical challenges and drive customer engagement (including at CXO and technical leadership levels).
• Consistently deliver against quarterly bookings and revenue targets.
• Use ROI models and case studies to justify value.
• Travel as needed for customer meetings, trade shows, and events.

Requirements

• Technical sales background capable of engaging stakeholders at CXO, IT Architect, and software developer levels.
• Self-starter who can develop and execute a territory coverage plan and deliver revenue outcomes.
• Strong communication and presentation skills.
• 3+ years of B2B/SaaS (technology-related) sales or business development experience showing territory growth.
• Experience running a sales pipeline and driving partnerships to closure.
• Understanding of how application security impacts medium-to-large enterprises.
• BA/BS preferred (Engineering or Business disciplines such as Finance, Economics, Marketing).

Nice-to-Haves

• Experience with security technologies, content delivery networks, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting.
• Market experience in SaaS, PaaS, UGC, or Ad-Tech.
• Ability to drive engagement with CTO, CMO, and VP of Digital Experience using ROI models and case studies.