Senior Account Executive – Brazil

WebHosting; San Francisco (CA); Remote; USD 24,000 - 35,000; Full time

Job summary

Fastly is seeking a results-driven Enterprise Account Executive to win large-scale, Brazil-based deals. You will lead the full sales cycle—from prospecting to closure—engaging CXOs, IT architects, and developers, while coordinating with channel partners to accelerate revenue growth.

You will map accounts, craft territory plans, and present Fastly’s edge cloud solutions with compelling demonstrations. Remote work is supported for candidates within Brazil, with up to 50% travel possible.

Qualifications

• Proven enterprise software sales experience in Brazil
• Ability to engage CXO to IT architect level
• Strong prospecting and deal negotiation skills

Responsibilities

• Drive Enterprise (1B+ revenue) new business and logos across verticals in Brazil
• Develop and manage a channel selling motion with partners to extend coverage
• Prepare territory plans and use tools to prospect effectively
• Map new accounts, develop account plans, and penetrate new logos
• Deliver compelling Fastly stories and product demos to identify requirements
• Create a deal framework with stakeholders and coordinate Eval/POC
• Use SFDC to maintain accounts, forecast bookings, and manage pipeline

Skills

Technical sales

Sales cycle management

SFDC

CRM forecasting

Partner enablement

Tools

Salesforce (SFDC)

Clari

Job description

Fastly ·United States, San Francisco, CA

Job Description

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.

We’re building a more trustworthy Internet. Come join us.

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.

This role is based in-country with local Fastly resources supporting the Brazil market.

Fastly has already disrupted CDN technology and has quickly expanded to become a recognized leader in the security and edge compute markets. Our sales team engages in a consultative selling approach, learns the individual needs of each customer, and delivers custom solutions. We focus on creating a positive customer experience in order to build long-standing relationships.

The sales team’s focus is driving revenue, adoption, and market penetration in targeted accounts in a vertical selling motion. The ideal candidate possesses a technical sales background that enables them to drive an engagement at the CXO, IT architect, and software developer levels. You should be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly bookings and revenue targets.

What You’ll Do:

• Accountable for driving Enterprise ($1B+ in Customer Revenue) new business and logos across multiple verticals (Commerce, Hightech, Fintech, and Financial Services) in Brazil, while meeting or exceeding quota goals, leading all aspects of the sales cycle including prospecting, sales campaigns/meetings, discovery, qualification, negotiation, path to closure, and account management.
• Build and manage a partner/channel selling motion alongside direct engagement – identifying, enabling, and co-selling with local and regional channel, reseller, and systems integrator partners to extend territory coverage and accelerate deal velocity.
• Prepare a territory plan and use all available tools to prospect effectively, achieving activity metrics provided by Sales Managers and sales operations. Adhere to territory assignment and pass off conversations that fall into other reps’ areas of responsibility.
• Work with the Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans, and penetrate new logos and additional business units in large complex organizations – both directly and through partner-sourced and partner-assisted opportunities.
• Effectively and autonomously deliver the Fastly company story, vertical talk track value proposition-based presentations, and product demonstrations to identify a prospect’s issues, recognize requirements, and effectively articulate potential solutions.
• Develop a deal framework for all deals set to close, including necessary stakeholders, results, and timelines on both the customer and partner side. Be able to communicate this effectively to the customer and partner teams. Coordinate Eval/POC with the customer. Validate success criteria using the appropriate testing methodology.
• Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists. Strong ability to close sales, run accurate pipeline and forecast within salesforce.com CRM & Clari.

Domestic and regional travel up to 50% will be required.

We’ll Be Super Impressed If You Have Experience In Any Of These:

Work Hours:

Work Location(s) & Travel Requirements:

This position is a remote role and open to candidates residing in the following locations:

This position may require travel as required by your role or requested by your manager.

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.

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 [e-mail] or 501-287-4901.