Senior Account Executive – M&E

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Drive new business initiatives and secure new client accounts while meeting or surpassing quota objectives.

• Oversee the entire sales process, encompassing prospecting, sales campaigns, meetings, discovery, qualification, negotiation, closing, and account management.

• Develop and implement territory plans and effectively prospect using available resources.

• Meet activity metrics set by Sales Managers and Sales Operations.

• Comply with territory assignments and transfer opportunities outside of designated areas.

• Identify new accounts, map stakeholders and business needs, create account plans, and penetrate new markets.

• Collaborate with Sales Development Representatives to generate leads.

• Partner with Solutions Engineers to convey the Fastly value proposition.

• Present company, industry-specific talk tracks, value propositions, and conduct product demonstrations.

• Recognize prospect challenges and requirements and propose potential solutions.

• Establish deal frameworks that encompass stakeholders, expected outcomes, and timelines.

• Organize customer evaluations and proofs of concept, validating success criteria.

• Utilize Salesforce (SFDC) to manage account and contact details, forecast bookings and revenue, track sales activities, and compile target lists.

• Create and execute plans for territory coverage.

• Achieve quarterly bookings and revenue objectives.

⛳️ Requirements

• 5–7+ years of experience in technology-related sales or business development; B2B/SaaS experience is preferred.

• Proven ability to develop, grow, and expand territories.

• Background in technical sales.

• Strong business development and marketing skills.

• Capability to engage with CTOs, CMOs, and VPs of Digital Experience.

• Familiarity with ROI models and case studies.

• Experience with security technologies, CDN services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly desirable.

• Willingness to travel for client meetings, trade shows, and events as required.

• Experience managing a sales pipeline and driving partnerships to closure.

• BA/BS degree is required, ideally in Engineering or Business fields such as Finance, Economics, or Marketing.

• Excellent communication and presentation abilities.

• Availability during core business hours is essential.

• Ability to work remotely from California, Denver, Arizona, or Nevada.

• A fully completed application and resume or CV are mandatory.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Support for family planning.

• Mental health resources.

• Employee Assistance Program.

• Life, disability, and accident insurance.

• Flexible vacation policy.

• Up to 18 days of accrued paid sick leave.

• 401(k) plan with company matching.

• Employee Stock Purchase Program.

• 10 paid local holidays for 2026.

• 11 paid company wellness days for 2026.

• Participation in Fastly’s equity program may be available.