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.

The AVP of Sales manages a team of Strategic Media Sellers who are focused on Fastly’s top accounts and prospects. The team is responsible for acquiring new business, adoption and market penetration, and building territories. The ideal candidate possesses a technical sales background that enables them to drive an engagement at the CXO, IT architect and software developer levels.  You should be a self-starter who is prepared to develop and execute against a territory and vertical plans and consistently deliver on quarterly new bookings and revenue targets.

What You'll Do

• Build the plan for developing business and achieving Fastly’s sales goals
• Create a culture of success and ongoing business and goal achievement
• Drive new business volume via sound operating plan
• Accountable for developing and leading the sales teams, operations and resources to deliver profitable growth and meeting or exceeding quota goals
• Define sales force structure and hire and develop sales staff
• Effectively deliver the Fastly company story, value proposition, vertical strategy and product demonstrations
• Develop and execute a comprehensive account/territory business plan to drive revenue and market share in the High Tech vertical
• Supervise Sales Directors to seek additional revenue opportunities for closed accounts, through conducting regular territory reviews
• Develop long-term strategic relationships positioning with key accounts
• Leading all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiation close, and land-and-expand opportunities

What We're Looking For

• 10+ years of technology (B2B, SaaS preferred) related sales or business development experience with C-level executives
• Proven experience leading and developing Sales teams to deliver consistent performance and outstanding customer relationships
• Be a positive example upholding Fastly business policies and practices
• Direct field experience and extensive customer network within Enterprise, Fortune 1000 and large multi-divisional/multinational companies
• Experience with content delivery network services and video streaming technologies, ad insertion and digital marketing, interactive services, digital rights management (DRM), content management, web analytics, website performance, cloud storage or managed web hosting is desired
• Strong ability to close sales, run accurate pipeline and forecast within salesforce.com CRM
• Independent, self-disciplined and possess strong verbal and written communications skills
• BA/BS degree required, MBA a plus
• Ability to be agile in a fast-paced environment

Work Hours: 

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

Work Locations & Travel Requirements:

The preferred locations for this position are:

• San Francisco, CA

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

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

Salary: 

The estimated range for On-Target Earnings for this role is $390,730 to $488,420. On-Target Earnings consists of a combination of annual base pay and sales compensation variable target. The standard pay split for this role (i.e. base pay vs. variable target %) is 60/40.

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

This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

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), an open 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 2023, we offer 10 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.

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. 

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