[Hiring] Commercial Account Executive @Fastly

Role Description

As part of Fastly’s DACH Sales team, you will be in charge of identifying, working and closing opportunities in high-growth mid market/commercial accounts across Germany, Austria and Switzerland. You will drive proactive outbound sales opportunities and respond to inbound demand, to work those opportunities from initial qualification to close.

You will execute on the go to market plan to deliver maximum new business bookings and revenue while managing complete and complex sales-cycles, often presenting to partners the value of our platform. You will structure and execute daily, weekly and monthly plans to improve prospecting, meetings, presenting follow-up calls, including preparing for calls by using Sales Engineer resources, and debriefing the team on the outcome and next steps.

This is a chance to join our German team to drive growth within an expanding market with additional support from the EMEA organisation. It is a unique opportunity to build upon the community and the great set of premier customers already in love with Fastly products and services.

Responsibilities

• Prospecting to generate pipeline in DACH region.
• Accountable for driving new business acquisition, revenue growth and meeting or exceeding quota goals and targets.
• Effectively and independently deliver the Fastly company story, value proposition and product demonstrations.
• Develop and execute a comprehensive sales and account plan, with the support of the team lead, to drive customer acquisition.
• Prepare and manage proposals and quotes, plus ensure the closing of deals and contracts.
• Ensure account management for closed accounts to seek additional revenue opportunities.
• Accelerate customer adoption and ensure customer satisfaction.
• Managing all aspects of the sales cycle including: prospecting, sales campaign/meetings, negotiation close, account management.
• Ensure you identify the decision-makers, stakeholders and users of services related to Fastly in order to prospect, sell and ensure the sales cycle is driven to deliver the greatest success.
• Develop and maintain daily and weekly plans to maximize prospecting via phone, email and other means, plus planning your time for prospect follow up, customer engagement etc.
• Work with Sales Engineering, Marketing, SDRs and/or Product Teams when appropriate.
• Working closely with marketing and customer development to ensure aligned plans to enable success against goals and objectives.

Qualifications

• Ideal Industry Experience: Cloud, SaaS/PaaS with Security experience or Edge Computing.
• A demonstrable track record of technology (B2B, SaaS, Cloud or Software) related sales or business development experience with senior leadership and C-level executives.
• Direct field experience in selling within Commercial and mid-size businesses in the region at the least.
• Experience with cloud technologies and content delivery network services, security services, content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting is highly desired.
• Proven track record of prospecting, managing and close sales, managing accurate pipeline and forecast.
• Independent with an entrepreneur mindset, self-disciplined and possess strong verbal and written communications skills.
• Hunter Mentality.
• Curiosity and a desire to understand a customer’s industry/business and meet their unarticulated and unmet needs.
• Demonstrates an insatiable appetite to learn and improve.
• Curious, Problem-solver.
• Eagerness to work hard, exceed expectations and outperform quotas.
• Fluency in German and English.

Requirements

• This position is a remote position based in Germany, with the possibility of becoming a hybrid position as Fastly expands its presence in the region and may open an office there in the future.
• This position may require travel to the US and Internationally, as required by your role or requested by your manager.

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 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.