Senior Account Executive

What You'll Do:Develop, manage, and execute a Go-to-Market plan to ensure Fastly meets its continued growth objectives, primarily in Victoria with a secondary focus on South Australia, the ACT, Western Australia and Wellington NZ.Accountable for driving pipeline, sales, revenue, and meeting or exceeding quota goalsLead 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 managementWork closely with a Sales Engineer to guide prospective customers through demos and during their trial periodsDevelop a technical understanding of the Fastly solutions, the problems they solve for our customers, and where they fit in the broader Edge Computing, Security and DevOps landscapePartner with the account management team to accelerate customer adoption and ensure customer satisfactionCollaborate with the key partners across Fastly business including Client Services, Marketing, Product, Product Marketing to ensure the regional efforts are aligned and executedUse CRM tools to enrich Fastly customer database and report on sales cycles progress; use of sales prospecting tools to drive out-bounding activities What We're Looking For: Direct field experience and extensive network of key contacts within Victorian enterprisesA self-starter with technology (B2B, SaaS preferred) related sales experience with senior leadership and C-level executives across technology & engineering (CTO, CISO, Head of DevOps, Head of Infrastructure)Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is highly desiredProven track record of effective outbound prospecting, managing sophisticated enterprise sales cycles and accurate pipeline management and forecasting in AustraliaPossess strong verbal and written communication skillsIndependent, self-disciplined but also able to work collaboratively as part of a teamNavigates the organisation to mobilise the necessary resources to drive success; partner with execs on building relationships at the top level. We'll be super impressed if you have experience in any of these: DevOps conceptual knowledge or experience Web/Application Security conceptual knowledge or experience Work Hours: This position will require you to be available during core business hours. Work Location(s) & Travel Requirements: This position is a remote role, which may become hybrid in the future and therefore open to candidates residing in the following locations: Melbourne, Australia This position will require travel 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 support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings? 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. Why Fastly? We have a huge impact. Fastly is a small company with a big reach. Not only do have a tremendous user base, but we also support a growing number of. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand. We love distributed teams. Fastly's home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand. We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day. We are passionate. Fastly is chock full of passionate people and we're not 'one size fits all'. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.