Senior Account Executive, Enterprise (SoCal)

ABOUT THE ROLE We are seeking a highly skilled Senior Account Executive to join our Enterprise Sales team in Southern California. As a key member of our team, you will be responsible for driving new business and logos, while meeting or exceeding quota goals. You will engage with top-level executives, IT architects, and software developers to deliver custom solutions and build long-standing relationships with our customers. WHAT YOU'LL DO As a Senior Account Executive, you will be accountable for driving new business and logos, while meeting or exceeding quota goals. Your responsibilities will include: - Driving all aspects of the sales cycle, including prospecting, sales campaign/meetings, discovery, qualification, negotiation, path to closure, and account management - Preparing a territory plan and using all available tools to prospect effectively, achieving activity metrics provided by Sales Managers and sales operations - Working with the Sales Manager to map new accounts, develop account plans, and penetrate new accounts - Effectively delivering the Fastly company story, vertical talk track value proposition-based presentations, and product demonstrations - Identifying a prospect’s issues, recognizing requirements, and effectively articulating potential solutions - Working with Sales Management and the Deal desk to prepare and deliver compelling proposals, quotes, and contracts - Developing a deal framework for all deals set to close, including necessary stakeholders, results, and timelines for both sides - Accelerating customer adoption of Fastly technology and ensuring customer satisfaction - Maintaining updated account/contact information, accurately forecasting bookings and revenue, tracking sales activity, and building target lists using SFDC - Providing insight into the market based on first-line experience and the voice of the customer WHAT YOU'LL NEED To be successful in this role, you will need: - 5-7+ years of technology (B2B, SaaS preferred) related enterprise sales experience, with a proven track record of developing, growing, and expanding territory - A technical sales background and a strong marketing and business development acumen, enabling you to drive an engagement at the CTO, CMO, and VP of Digital Experience levels - Experience with security technologies, eCommerce solutions, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly desirable - A passion for working in a multifaceted, collaborative, and purpose-driven environment - Experience running a sales pipeline and driving partnerships to closure - A BA/BS degree in an Engineering or Business discipline, such as Finance, Economics, Marketing, etc - Ability to travel to customer meetings, trade shows, and events as needed - Strong communication and presentation skills WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere, while still being part of a collaborative and purpose-driven team. You will have the opportunity to work with top-level executives, IT architects, and software developers to deliver custom solutions and build long-standing relationships with our customers. BENEFITS The estimated range for On-Target Earnings for this role is $251,021.00 to $301,225.00. On-Target Earnings consists of a combination of annual base pay and sales compensation variable target. This role