Director, Sales Development

Tulsa, OK, United States

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.

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The Director, Sales Development will lead our inbound and outbound opportunity sales development team globally, driving efforts to increase the number of qualified opportunities that result in closed-won business!

What You’ll Do

Lead a distributed team of Sales Development Representatives (SDRs) responsible for handling leads and developing outbound-sourced opportunities and associated pipeline for Enterprise and Commercial Sales teams

Identify ways to increase quality and quantity of Sales Qualified Leads, number of meetings completed and opportunities created that ultimately lead to closed-won business

Work collaboratively with Sales Leaders to develop strategic SDR support of specific verticals and the overall growth of revenue and margin expansion

Execute team go-to-market strategy and goals, and contribute to the development and execution of new Sales-led campaigns

Mentor and develop SDRs to achieve their weekly/monthly activity metrics, and improve their opportunity sourcing and close rates. Conduct regular performance reviews to ensure SDRs are achieving targets and developing skills that will prepare them for their next role

Monitor and give feedback to Marketing Teams and Sales Leadership to ensure lead scoring and qualification is continuously improving, and assigning next steps through sales and nurture paths

Collaborate with Sales Operations to craft and issue individual SDR quotas, and work with the Compensation Team to ensure accurate SDR compensation on a monthly basis

Partner with Marketing to support digital campaigns, and virtual/physical trade shows and events. Track and facilitate reporting of campaign success to Sales Leadership

Collaborate with Recruiting to interview and hire hardworking new SDRs, and Sales Enablement to execute onboarding and continuous enablement of SDRs

Learn to coach the value of Fastly products and services to new SDRs and to encourage full understanding of Fastly technology

What we’re looking for:

Have 10+ years of experience in Sales roles, specifically, 4+ of those years experience in Sales as an SDR or Inside Sales leader

Detail oriented, with excellent written and oral communication skills

Ability to write clear, concise communication for internal and external audiences

Mentoring skills- ability to identify strengths and gaps, and develop strategies for continual improvement

Knowledge of Salesforce and how to coach teams to optimize use

Able to work across the organization with a diverse team

Self-starter and hard worker who is at home in a fast-paced sales environment

Ability to organize and make sense of significant quantities of lead and data flow

Position based in Denver

BA in Business and/or Sales & Marketing experience preferred. MBA a plus

Work Hours:

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

Work Location(s) & Travel Requirements:

This position is open to the following preferred office locations:

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

The estimated range for On-Target Earnings for this role is $264,210 to $330,260. 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 70/30%.

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.

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. 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 [email protected] 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) .

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