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.

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Chief Revenue Officer

We are seeking a dynamic Chief Revenue Officer (CRO) to join us in this mission, with a focus on growth, sales transformation, team development, and strategic planning.  Our revenue organization includes both sales and customer success and brings a unique opportunity to build a motion that engages with customers throughout the customer journey.  Strong experience in building global teams to scale, customer acquisition, and selling cloud technology (SaaS, Utility, etc.) while focusing on the complete customer experience will be key to success.  

Fastly’s CRO reports directly to the CEO and is a key member of our Senior Staff team.  Senior Staff is the core decision making body at Fastly, and works closely together to build and execute the company strategy, set strategic and operational goals, and lead our employee experience.  

Objectives of this role

• Develop and execute a comprehensive revenue generation strategy to drive the company's growth.
• Partner with senior leadership to execute the current corporate strategic plan and develop additional plans.
• Ensure performance, strategy, and alignment of the company’s revenue-generating departments.
• Manage the global sales team to drive business growth across all customer segments, and share responsibility with the marketing department for improving strategy and customer experience.
• Help maximize reach and efficiency by adding new, scalable partners in a strategic way.
• Build and foster teams that are committed to high performance.
• Monitor the revenue pipeline and leads, adjusting as necessary for sustainable growth.

Responsibilities

• Develop and implement a strategic revenue generation plan aligned with the company's overall goals and objectives.
• Identify new revenue streams and opportunities for growth.
• Drive initiatives to acquire new customers and expand the customer base.
• Optimize sales processes and lead generation strategies.
• Develop and implement strategies to retain existing customers, focusing on customer satisfaction and loyalty.  Remain well-connected with customers to ensure that their needs are being factored into the product development and enhancement cycles.
• Identify and establish strategic partnerships or alliances that contribute to revenue growth.
• Monitor the marketplace and analyze opportunities, providing competitive strategies and tactics.
• Utilize data analytics and KPIs to measure and optimize the effectiveness of revenue-generating activities. Make data-driven decisions to improve performance.
• Develop accurate revenue forecasts based on market trends, sales performance, and other relevant factors.  
• Provide strong leadership and guidance to the sales team, ensuring they are motivated and equipped to achieve or exceed revenue targets.
• Collaborate with the finance, product management, and marketing teams on messaging, pricing strategies, and business models for achieving revenue goals.
• Identify and resolve issues across the marketing, sales, and account management teams.
• Participate in contract negotiations.

Required skills and qualifications

• 20 or more years in diverse leadership roles, driving and implementing revenue growth.
• Proven track record of growing revenue (at least to $1 billion in scale).
• Ability to craft and execute a sales strategy effectively.
• Experience with sales and organizational transformation.
• Strong strategic planning and execution skills.
• Analytical mindset with a focus on data-driven decision-making.
• Inspirational leadership style and hands-on approach.

Preferred skills and qualifications

• • Experience with SaaS subscription model.
  • Strong technical experience with Salesforce and other business productivity tools.
  • International experience.
  • Master’s degree (or equivalent experience) in business administration or related field.

Work Location(s) & Travel Requirements:

This position is open to the following preferred office location:

• San Francisco, CA & New York, NY

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

Salary

The estimated On-Target Earnings for this role is $800,000. 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 50/50%.

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), a non-accrual 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 2024, 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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