• Develop, manage, and execute a territory Go-to-Market plan to ensure Fastly meets its continued growth objectives in your territory • Accountable for driving pipeline, sales, revenue, and meeting or exceeding quota goals • Lead all aspects of the sales cycle from start to finish both internally and externally including: prospecting, discovery, Proof of Concepts, value proposition positioning and pricing, contract closing and account management • You will be responsible for utilizing a consultative selling approach with client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Fastly product portfolio. • Work closely and in partnership with Fastly sales partners in the sales territory and with the channel team within Fastly Networks. • Conduct demand generation activities such as happy hours, lunch-n-learns, and technology forums; Able to direct, build, and manage a Demand Creation campaign for the territory encompassing all aspects of marketing, PR and all aspects of pipeline creation. • Prepare and lead proposals, quotes, and contracts. Use SFDC & other sales tools to maintain accounts/contacts, forecast opportunities, track prospecting activity, and build target lists using reports

• Own and manage the full sales cycle from discovery to close for Large and Enterprise software companies. • Develop relationships with Executives at software companies along with other non-executive roles brought into deals. • Update cross-functional teams with feedback from prospects, continue to hone our Ideal Customer Profile and action upon unique insights derived from your knowledge of our customers. • Contribute to team projects focused on developing and refining our sales process and playbooks. • Partner with our cross-functional teams to help drive product strategy and operations. • Work closely with our Advisory Service, Implementation, Product, and Customer Success teams to ensure long-term success for our customers.

• Create new opportunities in the enterprise segment through prospecting, networking, etc. Primary focus is to land new logos in the region. • Become knowledgeable on Amplitude's product and conduct discovery calls and presentations to prospective customers. Attempt new sales methods through fearlessness and willingness to take risks. • Effectively sell the value of Amplitude to key stakeholders within the account while navigating a complex sales cycle. • Have responsibility for expanding existing customers (working with a Customer Success team) and landing new logos • Lead territory building initiatives in the Enterprise Segment by working with technology partners, solutions partners, product management networking groups and regional events to drive awareness, educate the market, create net new opportunities and influence current pipeline. • Collaborate well with team members (particularly an SDR & Solution Consultant); proactively identify best practices and share feedback proactively • Consistently take quantitative and strategic approaches in territory planning. Understand total pipeline size, top opportunities, opportunity stage management, coverage factor, historical close rate, rate of retention and upsell potential. Forecast accurately. • Exceed quarterly and annual targets

• Serve as the primary point of contact for a portion of Muck Rack sales leads • Achieve sales goals and meet activity quota requirements • Respond to inbound demo requests and prospect for self-generated opportunities • Demo Muck Rack at meetings, on calls and at events • Negotiate contracts and close deals • Become involved in the public relations industry