Senior Account Executive Enterprise

WebHosting; Denver (CO); Hybrid; USD 251,000 - 301,000; Full time

Benefits offered by this job

Medical/Dental/Vision

401(k) plan

Employee Stock Purchase

Paid holidays & wellness days

Job summary

Fastly is seeking an experienced Senior Account Executive for Enterprise to cover the Western Mountains region, including Las Vegas, Phoenix, and Denver with remote flexibility. The role focuses on driving revenue, expanding the customer base, and delivering tailored edge cloud solutions.

The ideal candidate has a technical sales background, strong CXO/IT stakeholder engagement, and a proven track record in enterprise software sales.

Qualifications

• 5+ years of enterprise software sales experience.
• Technical sales background with CXO/IT stakeholder engagement.
• Bachelor's degree or equivalent experience.

Responsibilities

• Drive new business and logos, meeting quota through all sales stages from prospecting to closure.
• Create territory plans and use tools to reach targets while respecting territory boundaries.
• Map new accounts with key stakeholders and business requirements, develop account plans, and penetrate new accounts.
• Present Fastly's story, value propositions, and product demonstrations to customers.
• Identify customer issues, articulate requirements, and propose solutions.
• Collaborate with Sales Management and Deal Desk to prepare proposals, quotes, and contracts.
• Develop a deal framework with stakeholders, timelines, and success criteria; coordinate Eval/POC.
• Accelerate customer adoption and ensure satisfaction of Fastly technologies.
• Use SFDC to forecast bookings, manage activity, and build target lists.
• Provide market insights based on field experience and customer feedback.

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.

Posting Open Date: 9/28/26

Anticipated Posting Close Date*: 11/31/26

*Job posting may close early due to the volume of applicants.

Senior Account Executive | Enterprise – Western Mountains; Las Vegas, Nevada | Phoenix, Arizona & Denver, Colorado (Remote – must live in or near one of these locations (territory specific)

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 new business and logos, while meeting or exceeding quota goals, leading all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, path to closure, and account management
• 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 accounts
• Effectively and autonomously deliver the Fastly company story, vertical talk track value proposition-based presentations, and product demonstrations
• Identify a prospect’s issues, recognize requirements, and effectively articulate potential solutions
• Work with Sales Management and the Deal desk to prepare and deliver compelling proposals, quotes, and contracts
• Develop a deal framework for all deals set to close, including necessary stakeholders, results, and timelines for both sides. Be able to communicate this effectively to the customer. Coordinate Eval/POC with the customer. Validate success criteria using the appropriate testing methodology
• Accelerate customer adoption of Fastly technology and ensure customer satisfaction
• Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists
• Provide insight into the market based on first-line experience and the voice of the customer

We value a variety of voices, so this is not a laundry list. You’ll be a good candidate if you have experience in SOME of these:

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. The standard pay split for this role (i.e. base pay vs. variable target %) is 50/50.

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

This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

Work Location(s) & Travel Requirements:

This position is open to candidates in Las Vegas, Phoenix and Denver Markets. Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

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

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?

• medical, dental, and vision insurance.
• Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident)
• Flexible Vacation policy and up to 18 days of accrued paid sick leave
• 401(k) (including company match)
• Employee Stock Purchase Program
• 10 paid local holidays
• 11 paid company wellness days

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..

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.

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.

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.