Fastly is hiring a

Senior Account Executive, Enterprise Security Sales

Dallas, United States

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.

Large Enterprise Account Executive, Enterprise Security Sales

Reporting to the Sr. Manager of Enterprise Security Sales, the Large Enterprise Account Executive will be tasked with managing and selling into Enterprise accounts in the South Central United States which includes Texas, Arkansas, Oklahoma, Louisiana, and Kansas City.  

What You'll Do

  • Appropriately and succinctly communicate brand identity and corporate position
  • Identify decision-makers within targeted accounts and reach out with relevant messaging
  • Qualify prospects generated from a variety of sources (inbound, events, webinars, etc.)
  • Present Signal Sciences’ solution via live web-based demos 
  • Work closely with a Sales Engineer to guide prospective customers through demos and during their trial periods
  • Develop a technical understanding of the Signal Sciences solution, the problems it solves for our customers, and where it fits in the broader security and DevOps landscape
  • Building, maintaining and accurately forecasting a pipeline 
  • Where necessary, support marketing efforts such as trade shows, exhibits, and other events
  • Overcome objections of prospective customers
  • Emphasize product/service features and benefits, quote prices, discuss terms, and prepare sales order forms and/or reports
  • Enter new prospect and customer information on sales cycle progress in Salesforce.com

What We're Looking For

  • 5+ years of direct work experience in a sales or sales engineering role, preferably SaaS. Bonus points for Security experience
  • Solid experience in opportunity qualification, pre-call planning, call control, account development, forecasting, and time management
  • Technology sales experience with a technical product and complex sales cycle
  • Good technical skills and the ability to understand and handle basic technical questions
  • Demonstrated ability to convert prospects and close deals while maintaining established sales quotas
  • Success in qualifying and driving to a close in opportunities involving multiple key decision-makers
  • Strong problem identification and objection resolution skills
  • Able to build and maintain lasting relationships with customers
  • Exceptional verbal communication and presentation skills
  • Excellent listening and written communication skills
  • Ability to work individually and collaboratively as part of a team
  • Ability to take and apply constructive criticism and coaching
  • High level of integrity and work ethic
  • Experience with using Salesforce.com or other CRM

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. In fact, 50% of our employees work outside of SF! An international remote culture is in our DNA.

  • 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 like up to 20 weeks of paid parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our folks to take the time they need to recharge (some benefits may vary by location).

  • 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!

 

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment.  

Employment decisions at Fastly are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, family or parental status, disability*, age, veteran status, or any other status protected by the laws or regulations in the locations where we operate. Fastly encourages applicants from all backgrounds.

*Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Fastly. Please inform us if you need assistance completing any forms or to otherwise participate in the application process.

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