Senior Account Executive

This is a fully remote position, open to applicants in Brazil.

📋 Description

• Drive new business and acquire logos in the Enterprise sector ($1B+ in Customer Revenue) across various verticals in Brazil while achieving or surpassing quota objectives.

• Oversee all facets of the sales cycle, including prospecting, executing sales campaigns and meetings, discovery, qualification, negotiation, closing, and account management.

• Establish and oversee partner/channel selling alongside direct engagement strategies.

• Identify, enable, and co-sell with local and regional channel partners, resellers, and systems integrators.

• Develop territory plans and prospect efficiently utilizing available tools.

• Map out new accounts, key stakeholders, and business requirements in collaboration with the Sales Manager.

• Create account plans and penetrate new logos and business units within complex organizations.

• Present Fastly’s company narrative, vertical talk-track presentations, value propositions, and product demonstrations.

• Formulate deal frameworks that encompass stakeholders, results, and timelines.

• Coordinate customer evaluations and proofs of concept while validating success criteria.

• Utilize SFDC to uphold account/contact information, forecast bookings and revenue, monitor sales activity, and compile target lists.

• Maintain precise pipeline and forecasts using Salesforce.com CRM and Clari.

⛳️ Requirements

• B2B sales experience in technology, preferably in SaaS, with a proven track record of territory development, growth, and expansion.

• Experience in selling to companies with $1B+ in customer revenue within Brazil.

• Demonstrated success in selling through channel partners, resellers, or systems integrators in Brazil, including partner recruitment, enablement, and collaborative go-to-market execution.

• Technical sales experience coupled with a strong understanding of marketing and business development.

• Proven ability to engage CTOs, CISOs, and VPs of Digital Experience using ROI models and case studies.

• Hands-on field experience and a broad customer network within Enterprise, Fortune 1000, and large multi-divisional/multinational companies operating in Brazil.

• Familiarity with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting.

• Willingness to travel for customer and partner meetings, trade shows, and events.

• Experience managing a sales pipeline and successfully driving partner-sourced opportunities to closure.

• BA/BS degree is required, preferably with a major in Engineering or Business.

• Fluent Portuguese is mandatory.

• Business-level English is required for internal collaboration.

• Excellent communication and presentation skills.

• Availability during core business hours.

• Domestic and regional travel may be required up to 50%.

🏝️ Benefits

• Equal employment opportunity and a safe, welcoming work environment free from discrimination and harassment.

• Reasonable accommodations for applicants and employees with disabilities.

• Support for causes that employees are passionate about.

• An inclusive and diverse team environment.