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 GitHub, Yelp, Paramount, and JetBlue.

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Commercial Account Executive - DACH

As part of Fastly’s DACH Sales team, you will be in charge of identifying, working and closing opportunities in high-growth mid market/ commercial accounts across Germany, Austria and Switzerland. You will drive proactive outbound sales opportunities and respond to inbound demand, to work those opportunities from initial qualification to close.

You will execute on the go to market plan to deliver maximum new business bookings and revenue while managing complete and complex sales-cycles, often presenting to partners the value of our platform. You will structure and execute daily, weekly and monthly plans to improve prospecting, meetings, presenting follow-up calls, including preparing for calls by using Sales Engineer resources, and debriefing the team on the outcome and next steps.

This is a chance to join our german team to drive growth within an expanding market with additional support from the EMEA organisation. It is a unique opportunity to build upon the community and the great set of premier customers already in love with Fastly products and services.

Responsibilities

Prospecting to generate pipeline in DACH region.
Accountable for driving new business acquisition, revenue growth and meeting or exceeding quota goals and targets.
Effectively and independently deliver the Fastly company story, value proposition and product demonstrations.
Develop and execute a comprehensive sales and account plan, with the support of the team lead, to drive customer acquisition.
Prepare and manage proposals and quotes, plus ensure the closing of deals and contracts.
Ensure account management for closed accounts to seek additional revenue opportunities.
Accelerate customer adoption and ensure customer satisfaction.
Managing all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiation close, account management.
Ensure you identify the decision-makers, stakeholders and users of services related to Fastly in order to prospect, sell and ensure the sales cycle is driven to deliver the greatest success.
Develop and maintain daily and weekly plans to maximize prospecting via phone, email and other means, plus planning your time for prospect follow up, customer engagement etc.
Work with Sales Engineering, Marketing, SDR´s and/or Product Teams when appropriate.
Working closely with marketing and customer development to ensure aligned plans to enable success against goals and objectives.

Requirements

Ideal Industry Experience: Cloud, SaaS/PaaS with Security experience or Edge Computing.
A demonstrable track record of technology (B2B, SaaS, Cloud or Software) related sales or business development experience with senior leadership and C-level executives.
Direct field experience in selling within Commercial and mid-size businesses in the region at the least.
Experience with cloud technologies and content delivery network services, security services, content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting is highly desired.
Proven track record of prospecting, managing and close sales, managing accurate pipeline and forecast.
Independent with an entrepreneur mindset, self-disciplined and possess strong verbal and written communications skills.
Hunter Mentality.
Curiosity and a desire to understand a customer’s industry/business and meet their unarticulated and unmet needs.
Demonstrates an insatiable appetite to learn and improve.
Curious, Problem-solver.
Eagerness to work hard, exceed expectations and outperform quotas.
Fluency in German and English.

Work Location(s) & Travel Requirements

This position is a remote position based in Germany, with the possibility of becoming a hybrid position as Fastly expands its presence in the region and may open an office there in the future.

This position may require travel to the US and Internationally, as required by your role or requested by your manager.

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 designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.

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 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 or @recruiting.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.

Commercial Account Executive

Job Description