Senior Manager, Commercial Media and Entertainment Sales

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.

We're building a more trustworthy Internet. Come join us.

Posting Open Date : January 29, 2025

Anticipated Posting Close Date :

• February 28, 2025
• Job posting may close early due to the volume of applicants.

Senior Manager, Commercial Sales Media and Entertainment

This Senior Manager, Sales is focused on the Commercial segment in the Media and Entertainment verticals and manages a hunting team of highly-focused Sales Account Executives responsible for developing territories, new customer acquisition, existing customer expansion and customer satisfaction in media accounts. 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 have demonstrated sales and leadership experience in the Media and Entertainment space, helping develop a team of sellers and scale an organization. You should be a self-starter who is prepared to develop and execute against a territory and vertical plans and consistently deliver on quarterly targets. A successful candidate will be able to demonstrate collaboration with other key functions to execute on go-to-market, marketing, and sales development plans.

What You’ll Do

Lead a team of sellers with accountability for driving new sales, increasing revenue, and meeting or exceeding quota goals

Develop and execute a comprehensive account / territory business plan to increase market share in a defined territory across prospects and existing customers

Attract, coach and develop sales individuals to accomplish the strategic objectives of the sales organization

Effectively and independently deliver the Fastly company story, value proposition, and product demonstrations

Create a culture of continuous improvement through regular analysis of the team's performance

Manage all aspects of the sales cycle including : prospecting, sales campaign / meetings, negotiations and account management

Accelerate customer adoption and ensure customer satisfaction

Develop long-term strategic relationships positioning with key accounts

Collaborate with the key stakeholders across the Fastly business including Client Services, Marketing, Product, Product Marketing to ensure efforts are properly aligned and executed

Be a positive example upholding Fastly’s values, business policies and best practices

What We’re Looking for

5 years of technology (B2B, SaaS preferred) related sales or business development experience with C-level executives

5 years of experience building and leading high performing sales teams of 4-8 (inside and / or outside

Experience with content delivery network services, video streaming technologies & security technologies including WAF, DDoS, Application / API security & Bot protection is highly desired

Strong ability to close sales, manage accurate pipeline and forecast within Salesforce CRM

Independent, self-disciplined and possess strong verbal and written communications skills

BA / BS degree required, MBA a plus

Willing to travel 30-50% of the time

Work Hours :

This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements :

This position is open to Hybrid And Remote Work Locations.

The preferred office locations for this position are :

San Francisco, CA

New York, NY

Denver, CO

Remote if you reside in a major city

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

We are willing to consider remote candidates within the US if you reside in a major city.

This position may require travel as required by your role or requested by your manager.

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 $292,790 to $390,387. 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 :

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 2025, we offer 11 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 () have a tremendous user base, but we also support a growing number of open source projects and initiatives () . 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 () . Please see our privacy notice for job applicants () .

Salary : $292,790 - $390,387