Senior Manager, Sales Development

<div class="content-intro"><p>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 GitHub, Yelp, Paramount, and JetBlue.</p> <p>We're building a more trustworthy Internet. Come join us.</p></div><p>Posting Open Date: May 1st, 2026</p> <p>Anticipated Posting Close Date*: June 24, 2025</p> <p><em>*Job posting may close early due to the volume of applicants.</em></p> <p><strong><strong>Senior Manager, Sales Development</strong></strong></p> <p>Our Sales Development team is growing, and we are seeking a Senior Manager of Sales Development in Denver to lead, coach, and scale our Enterprise SDR organization. In this role, you will partner cross-functionally with Marketing, Sales, Enablement, and Revenue Operations to drive strategic pipeline generation and revenue growth across priority enterprise segments. You will play a critical role in shaping our outbound strategy, developing high-performing SDR talent, and building a strong pipeline of future Account Executives and sales leaders within Fastly.</p> <p>What You'll Do:</p> <ul> <li> <p>Drive strategic pipeline generation through account-based prospecting and highly targeted outbound campaigns focused on enterprise accounts and key industry verticals</p> </li> <li> <p>Design and implement comprehensive training programs on enterprise prospecting, including stakeholder mapping, multithreading, and complex opportunity qualification frameworks (e.g., MEDDICC)</p> </li> <li> <p>Hire, coach and mentor SDRs on advanced prospecting strategies, executive-level engagement, and navigating large, matrixed organizations to create high-quality pipeline</p> </li> <li> <p>Partner with Sales Leadership and Marketing to align outbound efforts with account-based strategies, key verticals, and priority segments</p> </li> <li> <p>Develop SDR career progression frameworks and actively mentor top performers toward promotion into Account Executive roles</p> </li> <li> <p>Establish and evolve the long-term vision for the Enterprise SDR function, aligning team structure, segmentation, and strategy to support enterprise revenue growth, and owning formal development programs that prepare SDRs for successful transition into Account Executive roles</p> </li> </ul> <p><strong><strong>What We're Looking For:&nbsp;</strong></strong></p> <ul> <li> <p>5+ years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organizations both in-office and remote</p> </li> <li> <p>Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role)</p> </li> <li> <p>Experience with account-based marketing/selling strategies and tools</p> </li> <li> <p>Strong analytical skills with experience developing sophisticated prospecting systems</p> </li> <li> <p>Experience with modern sales and prospecting tools such as Salesforce, LinkedIn Sales Navigator, Apollo, and AI-driven prospecting platforms</p> </li> <li> <p>Demonstrated ability to coach reps on navigating complex enterprise organizations, including multi-threading across technical and business stakeholders</p> </li> <li> <p>Strong communication and executive presence, with the ability to engage senior leaders across engineering, security, and digital business teams</p> </li> <li> <p>Experience selling technical solutions in API-first, CDN, edge cloud, security, or consumption-based business models preferred</p> </li> <li> <p>Familiarity with developer-centric sales motions and articulating value to both technical and non-technical audiences</p> </li> <li> <p>Bachelor’s degree or equivalent practical experience</p> </li> </ul> <p><strong><strong>We’ll be super impressed if you have experience in any of these:&nbsp;</strong></strong></p> <ul> <li> <p>Background in MEDDPPICC and Command of the Message</p> </li> <li> <