Senior Account Executive - M&E

Fastly; United States; Hybrid; USD 232,000 - 279,000; Full time

Job summary

Fastly, Inc. is seeking a Sr. Account Executive, Enterprise Media to propel revenue across California, Denver, Arizona and Nevada, with remote flexibility.

You will engage CXO, IT architect, and developer stakeholders using a consultative, ROI-driven approach to close strategic deals. Ideal candidates have 5–7+ years in technology sales (SaaS), strong communication and presentation skills, and a proven ability to develop territory plans, manage pipelines in SFDC, and deliver tailored demos that

Qualifications

• 5–7+ years in technology sales (B2B, SaaS preferred) and ability to develop, grow, and expand a territory.
• Strong communication and presentation skills with a track record of executive-level engagement.
• Experience selling security technologies, CDN services, web analytics, or edge compute solutions.

Responsibilities

• Drive new business and logos while meeting or exceeding quota across the full sales cycle.
• Prepare territory plans and map accounts, develop leads, and coordinate with Solution Engineers.
• Articulate ROI-based value propositions and deliver tailored demos to prospects.

Skills

Self-starter

Communication skills

Presentation skills

Technical sales

Education

BA/BS degree in Engineering or Business

Tools

SFDC (Salesforce)

Job description

the company helps people stay better connected with the things they love. the company’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. the company’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: November 5th, 2026

Anticipated Posting Close Date: February 28th, 2027

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

Sr. Account Executive, Enterprise Media | California | Denver | Arizona | Nevada (Remote)

the company 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, and work with Sales Development Representatives to develop leads, and Solutions Engineers to effectively communicate the the company story

• Effectively and autonomously deliver the the company 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 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

• Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists

What We're Looking For:

• A self-starter with 5-7+ years of technology (B2B, SaaS preferred) related sales or business development experience able to demonstrate development, growth, and expansion of territory

• A technical sales background and a strong marketing and business development acumen enable them to drive an engagement at the CTO, CMO, and VP of Digital Experience levels, using ROI models and case studies to justify the need

• Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly utilized and desired

• Ability to travel to customer meetings, trade shows, and events as needed, and experience running a sales pipeline and driving partnerships to closure

• BA/BS degree required, major in an Engineering or Business discipline: Finance, Economics, Marketing, etc

• Strong communication and presentation skills

We’ll be super impressed if you have experience in any of these:

• Experience with selling into Media and Entertainment companies in the areas of Streaming Video, Publishing, Gaming and AdTech

• Deep familiarity or an extensive network within any of the aforementioned Media and Entertainment verticals.

SF / LA Fair Chance Ordinance Statement

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary:

The estimated range for On-Target Earnings for this role is 232,426.00 - 278,911.50. 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 the company’s global sales compensation plan and may participate in the company’s equity program.

Work Hours:

• This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements:

The preferred locations for this position are:

• California | Denver | Arizona | Nevada (Remote)

the company 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.

Benefits:

We care about you. the company wor