Senior Sales Engineer - Brazil

Fastly, Inc.; São Paulo; On-site; BRL 260,000 - 420,000; Full time

Job summary

Fastly, Inc. is seeking a Senior Sales Engineer in São Paulo to drive the technical presales motion across Brazil and LATAM, architecting edge, AI, and cybersecurity solutions and delivering PoCs.

You will partner with Account Executives, Product, and Engineering to demonstrate cloud and edge capabilities, respond to RFIs, and help secure complex enterprise opportunities while complying with LGPD.

Qualifications

• 10+ years IT/Cloud experience with customer-facing roles.
• Hands-on cloud architectures and edge security (WAF, CDN).
• Fluent in Portuguese; professional English and Spanish.
• Based in São Paulo with ability to travel in LATAM.
• Strong communication and pre-sales capability.

Responsibilities

• Lead technical discovery and tailors winning technical sales strategies.
• Deliver live demos and PoCs across WAF, DDoS, API Security, and Edge.
• Position AI & security portfolios for clients and govern AI prompts.
• Guide API discovery, traffic validation, and OWASP API Top 10 risk mitigation.
• Design solution architectures and assist RFx responses.
• Collaborate with Account Executives and Product/Engineering teams.
• Create customer-facing content and run workshops/webinars.

Skills

IT/Cloud experience

WAF/CDN/Edge security

API Security

AI governance/security

Portuguese fluency

English proficiency

Spanish proficiency

LATAM coverage readiness

Web scripting

Travel willingness

Education

Bachelor’s degree in Computer Science/Engineering/IT

Tools

JavaScript

Python

Go

Rust

VCL

Job description

Please Note: This role will be employed and onboarded by a third party partner of Fastly in compliance with local laws and on assignment with Fastly.

Senior Sales Engineer

We are seeking an experienced Senior Sales Engineer to join our team in São Paulo to drive our technical presales motion across Brazil and the broader LATAM region. In this role, you will be key to identifying customer pain points, architecting modern edge, AI, and cybersecurity solutions, delivering technical proof of concepts, and eliminating technical objections during complex sales cycles.

You will work closely with Account Executives, Product Management, and Engineering to position our technology platform. Experience in delivering compelling demonstrations of cloud, cybersecurity, edge compute, and application delivery solutions is essential.

Job Responsibilities

• Technical Strategy & Discovery: Lead deep technical discovery with enterprise prospects to understand their architecture, AI workloads, and infrastructure needs to build winning technical sales strategies.
• Demonstrations & Technical Evaluations: Conduct live product demonstrations and run technical evaluations, including Proof of Concepts (PoCs) and Proof of Values (PoVs) across Web Application Firewall (Next-Gen WAF), DDoS mitigation, API Security, Bot Management, Delivery/CDN, and Edge Compute.
• AI & Security Solutions Architecture: Position and deploy Fastly's latest AI & Security portfolio—including AI Firewall, AI Runtime Control, AI Bot Management, and LLM/Agent Protection capabilities to help enterprises secure AI prompts, govern model access, control API usage, and protect content from unauthorized scrapers.
• API Discovery & Enforcement: Guide clients in discovering unmapped APIs, validating traffic schemas at the edge, and mitigating OWASP API Top 10 risks.
• Pre-Sales Engineering Support: Design custom solution architectures, guide customers through security configurations, and ensure seamless technical alignment with client infrastructure.
• RFP/RFI Ownership: Author technical responses to proposals, RFIs, RFPs, and security questionnaires, ensuring compliance with local standards (e.g., LGPD).
• Cross-Functional Collaboration: Partner closely with Account Executives on regional deal strategy while providing actionable market feedback to global Product and Engineering teams.
• Enablement & Evangelism: Build customer-facing technical content, conduct workshops and webinars, and educate regional partners and Account Executives on emerging threat landscapes and AI security trends.

Basic Qualifications

• Experience: 10+ years of total experience in IT/Cloud, with a minimum of 5+ years in a customer-facing Sales Engineer or Solutions Architect presales role.
• Technical Domain Expertise: Proven, hands‑on experience in cloud architectures, Web Application Security (WAF, DDoS, API Security), Content Delivery Networks (CDN/Edge), and Bot Management.
• AI & Emerging Tech Familiarity: Understanding of modern AI traffic patterns, LLM application architecture, API gateways, and AI governance/security requirements.
• Languages: Native or fluent Portuguese, professional proficiency in English and Spanish (written and spoken) are required for regional LATAM coverage and global collaboration.
• Location: Current residency in or near São Paulo, Brazil, with the ability to engage locally with enterprise clients.
• Commercial Acumen: Track record of supporting enterprise opportunities across key LATAM verticals such as Financial Services/Open Finance, Retail/E-commerce, Telecom, and Government.
• Hands‑On Skills: Ability to read, write, or learn web scripting/programming languages (e.g., JavaScript, VCL, Python, Go, or Rust) to build custom edge configurations and PoCs.
• Communication: Exceptional presentation, storytelling, and executive‑level communication skills.
• Travel: Willingness to travel up to 50% domestically within Brazil and regionally across LATAM as needed.
• Education: Bachelor’s degree in Computer Science, Computer Engineering, Information Technology, or equivalent practical experience.

Work Location(s) & Travel Requirements

This position is based in Sao Paulo, Brazil. This position will require travel as required by your role or requested by your manager.

Salary

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

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

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.

AI Statement

To ensure a fair and equitable interview process for everyone, the use of AI technologies—including real‑time transcription tools, automated scripts, AI copilots, or external assistants is strictly prohibited during the interview process unless explicitly authorized by the company in advance. Unauthorized use of AI tools may result in disqualification.