Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including Vimeo, Pinterest, The New York Times, and GitHub.

We're building a more trustworthy Internet. Come join us.

Posting Open Date: Oct 7th, 2025

Anticipated Posting Close Date*: December 1st, 2025

*Job posting may close early due to the volume of applicants.

Senior Lead, Sales Process & Systems

The Senior Sales Process & Systems role will be a key contributor to the Sales Strategy & Operations team. Reporting to and collaborating closely with Sr. Director, Sales Strategy & Operations, this role will be responsible for optimizing sales processes and systems to improve sales efficiency and effectiveness.

This role will be responsible for managing and optimizing sales process and technology workflows, from Lead to Opportunity, Opportunity to Quote, and Quote to Cash. They will do this in close collaboration with cross-functional stakeholders across IT Business Systems, Marketing Operations, Sales Operations, CS Operations and other teams including Deal Strategy, Legal, Order Management, and Billing. They will drive the intake and prioritization process to manage requests from our Sales leadership and Sales Operations teams.

Partnering with the Sr. Director, Sales Strategy & Operations, they will also be responsible for defining and managing the sales tech stack roadmap. This will include not only managing the day-to-day administration of existing sales tools, but also identifying areas for optimization and consolidation, and future enhancements. 

The perfect candidate for this role takes a proactive, consultative approach to solving business problems with non-technical partners. They’re capable of distilling complex ideas and data into logical insights and recommendations, and adjust their communication based on the audience. They are able to work independently while prioritizing work, and take an iterative approach to getting the job done. Finally, they are curious and take initiative to learn new areas of the business, and bring innovative ideas to the way we get work done.

What You'll Do:

• Sales Process Optimization: Map, document and optimize existing sales workflows, identifying bottlenecks and inefficiencies

• Business Process Analysis: Capture business requirements and translate them into functional specifications for system enhancements

• Sales Tech Stack Management: Manage and maintain CRM systems and sales tech stack, in close partnership with IT Business Systems teams, ensuring data accuracy and seamless integration with other tools.

• Automation: Automate repetitive tasks using workflows automation tools, freeing up sales teams to focus on high-value activities

• Change Management: Identify impacts and develop change management plans, partnering with Sales Communications and Sales Enablement teams. Also helps develop, deliver and manage content and training to support process and system updates

• Cross-functional initiative management: Collaborate closely with key stakeholders across Sales, Marketing, IT Business systems, Sales Operations and Enablement teams to effectively manage key initiatives that improve sales efficiency through process & system improvements

What We're Looking For: 

• Bachelor’s degree required

• 8-10 years experience supporting and integrating sales business processes, ideally involving CRMs and program management

• Ability to work cross-functionally both internally and externally to influence key stakeholders

• Ability to think critically, troubleshoot and solve problems with confidence

• Excellent attention to detail and strong communication skills 

• Strong knowledge of Salesforce administration certification and experience, with working knowledge of Clari, Outreach, Zoominfo

We’ll be super impressed if you have experience in any of these: 

• Automation workflow and tools experience

• Managed key transformation initiatives involving multiple functional stakeholders

• 6Sense administration and experience

Work Hours: 

• This position will require you to be available during core business hours. 

• Due to the global scope of this role, core business hours may extend to Europe and Asia friendly time-zones for some engagements. 

• There may also be some level of additional off-hours on-call support, as needed

Work Location(s) & Travel Requirements: 

The preferred locations for this position are:

• San Francisco, CA

• Denver, CO

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.  

There is a strong preference for Hybrid near a local office.  

This position may require travel as required by your role or requested by your manager.

SF / LA Fair Chance Ordinance Statement

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary: 

The estimated salary range for this position is $114,200.00 to $137,040.00.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

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), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2025, we offer 11 paid local holidays, 11 paid company wellness days.

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.

• We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand. 

• We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.

• We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

All job applications must be submitted through our official careers site at www.fastly.com/about/careers. We will never request sensitive information, such as your Social Security number, bank account or credit card information during the application process. All official communication will come from an @fastly.com email address.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901. 

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.