Senior Director, Sales Engineering (Americas)

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including Vimeo, Pinterest, The New York Times, and GitHub.

Were building a more trustworthy Internet. Come join us.

As the Senior Director, Americas Sales Engineering you will play a key role in selling Fastly’s products and services. Youll be responsible for leading a regional organization of Sales Engineers on the strategy and methods to increase operational efficiency and improve productivity of the selling organization. You will collaborate with regional sales leaders around the globe to ensure a consistent Go To Market strategy. You’ll need to have strong empathy for customers, ability for data-driven decision making, systems thinking and an ability to coordinate with many different decision-makers in an organization. Additional responsibilities include leadership and development for Sales Engineering personnel, career planning, and compensation; and ensuring the execution of technical and professional excellence, in the technical aspect of the sales cycle with our global clients and prospects.

Sales Engineering Director – Americas

As a Senior Director of Sales Engineering you will play a key role selling Fastly’s products and services. You will be responsible for leading the Americas Sales Engineers on the strategy and operations for delivering a superior technical win rate. You will collaborate with regional sales leaders in Americas to ensure a consistent Go To Market strategy. You’ll need to have strong empathy for customers, ability for data-driven decision making, systems thinking and an ability to coordinate with many different decision-makers in an organization. Additional responsibilities include hiring, coaching, career planning, and compensation of Sales Engineering personnel.

What Youll Do

Manage a team of Sales Engineers in Americas across different regions and industry verticals

Actively work with line SE managers to efficiently hire and onboard new SEs

Work collaboratively with sales and client services leaders to deliver a smooth sales experience for the customer

Engage directly with Sales Leadership to provide support for pre-sales activities across all Fastly solutions

Manage a team of SE managers and provide them with direction

Drive SE team enablement to support all required Fastly products and solutions along with required sales/soft skills

Conduct regular 1:1’s with team members to provide constructive feedback and skills development

Work cross-functionally with support, product management, engineering, and other organizations to ensure alignment with the field, provide process and product feedback and resolve critical customer situations

Interact with customers and prospects as a Fastly senior sponsor

Develop a close working relationship with Solutions to ensure alignment between pre and post-sales activities

What Were Looking For

10 years experience in a Pre-Sales role, 5 being a Sales Engineering/Customer Success leader for geo, managing managers

Experience in a Pre-Sales role partnering with Account Executives in selling to and growing Commercial, Enterprise and Strategic segments

Strong business acumen with a focus on seeing the “big picture” and relating Fastly technology to solving business problems.

Background in Security, Observability, Delivery or in a similar technology domain with experience scaling and supporting $100M business.

Ability to quickly digest and respond to complex information in an appropriate manner

Very comfortable interacting with business and technical focused leaders both inside and outside the company

Impeccable verbal and written communication skills

Comfortable keeping up with technology trends in cloud services

Open, curious and receptive to new ideas and ways of doing things

Travel domestically 40%

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 and open to candidates residing in the following locations: USA remote or hybrid in an office location:

San Francisco, CA

New York, NY

Denver, CO

This position may require travel 30-40% of the time and as requested by your manager.

SF / LA Fair Chance Ordinance Statement

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary:

The estimated range for On-Target Earnings for this role is $277,710 to $403,650. 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 75/25.

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:

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 including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2024, we offer 10 paid local holidays, 11 paid company wellness days.

Why Fastly?

We have a huge impact. Fastly is a small company with a big reach. Not only do our customers (https://www.fastly.com/customers) have a tremendous user base, but we also support a growing number of open source projects and initiatives (https://www.fastly.com/open-source/) . 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. In fact, 50% of our employees work outside of SF! An international remote culture is in our DNA.

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 like up to 20 weeks of paid parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our folks to take the time they need to recharge (some benefits may vary by location).

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.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply!

Why Fastly?

We have a huge impact. Fastly is a small company with a big reach. Not only do our customers (https://www.fastly.com/customers) have a tremendous user base, but we also support a growing number of open source projects and initiatives (https://www.fastly.com/open-source/) . 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.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901.

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy (https://www.fastly.com/privacy) . Please see our privacy notice for job applicants (https://www.fastly.com/privacy-job-applicants) .