• 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.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description 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. Qualifications - A self-starter with 3-5+ years of technology (B2B, SaaS preferred) related enterprise sales 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. - Passion for working in a multifaceted, collaborative, and purpose-driven environment. - 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. - Ability to travel to customer meetings, trade shows, and events as needed. - Strong communication and presentation skills. - Experience in SOME of the following areas: Ecommerce, Travel/Hospitality, Finance & Major Technology market experience. - Understanding how application security impacts a large enterprise. Requirements - Salary: 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. Benefits - Comprehensive benefits package including 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) and an Employee Stock Purchase Program. - 10 paid local holidays and 11 paid company wellness days for 2026.

• Support GitLab’s strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey. • Drive the full sales cycle in large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities across your assigned accounts. • Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realize value from GitLab’s AI-powered DevSecOps platform. • Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies that drive adoption, expansion, and retention. • Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical and business teams. • Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes. • Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses while sharing lessons learned with account managers, marketing, and technical teams. • Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations that clearly link GitLab’s solutions to customer business objectives.

• Develop Executive-Level relationships within strategic, named accounts • Own customer engagements end-to-end, from prospecting and qualification to close • Demonstrate excellent solution-based sales processes in complex sales campaigns • Champion, role model, and embed Samsara’s cultural principles as we scale globally and across new offices