SMB Account Executive

<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: April 14th, 2026</p> <p>Anticipated Posting Close Date*: July 1st, 2026</p> <p><em>*Job posting may close early due to the volume of applicants.</em></p> <h2>SMB Account Executive</h2> <p>Fastly is looking for individuals who are motivated to exceed expectations. The Inside Sales Account Executive is a quota-carrying individual responsible for selling Fastly’s full suite of products to new customers. You will be in charge of the full sales cycle from prospecting, pitching, negotiating to close within a clearly defined territory.</p> <p>As an Inside Sales Account Executive, you will be responsible for handling all inbound inquiries and work those opportunities from initial qualification to close. You are also responsible for self-sourcing net new opportunities via outbound prospecting. Forecast sales activity and revenue using Salesforce.com. This role, once proficiency is reached, will prepare you for the succeeding Commercial Account Executive seat.</p> <h3>What You'll Do</h3> <ul> <li> <p>Own the Full Life Cycle: Manage all inbound inquiries and proactively conduct outbound pipeline generation activities via phone, email and LinkedIn.</p> </li> <li> <p>Strategic Territory Ownership: Build and execute a data-driven "Go-to-Market" plan for either the Northeast or Southeast US</p> </li> <li> <p>Consultative Technical Selling: Partner directly with dedicated Sales Engineers to solve complex edge-computing, security, and delivery challenges for sophisticated technical buyers</p> </li> <li> <p>High-Velocity Pipeline Generation: Utilize inbound leads and outbound multi-channel prospecting to maintain a robust pipeline within the fast-moving Small-to-Medium Business segment.</p> </li> <li> <p>Predictable Growth: Maintain high standards of CRM hygiene and forecasting accuracy within Clari, providing visibility into the health of the East region’s commercial business.</p> </li> <li> <p>Modern Sales Tech Stack: Leverage a world-class suite of tools including <em>6sense</em> for intent data, <em>Outreach</em> for sequencing, <em>ZoomInfo</em> for intelligence, and <em>Clari</em> for precise forecasting.</p> </li> <li> <p>Evangelize the Edge: Elevate Fastly’s vision and communicate our value proposition to VP and C-Suite executives.</p> </li> <li> <p>Shape the Culture: Join a high-energy, "Commercial East" team where your feedback directly influences our SMB sales plays and regional strategy</p> </li> </ul> <h3>What We're Looking For</h3> <ul> <li> <p>2+ years of technology sales experience and/or 5 years of B2B sales experience</p> </li> <li> <p>Proven track record of success and ability to thrive in a metrics-driven sales culture.</p> </li> <li> <p>Comfortable and compelling on the phone, via email, LinkedIn and in person.</p> </li> <li> <p>Eagerness to work hard, exceed expectations and outperform quotas.</p> </li> <li> <p>Curiosity and a desire to understand the customer's industry/business needs.</p> </li> <li> <p>Demonstrate an insatiable appetite to learn and improve.</p> </li> <li> <p>Fearless attitude and a willingness to take intelligent risks.</p> </li> <li> <p>Background in MEDDPPICC and Command of the Message.</p> </li> </ul> <h3>Work Hours</h3> <p>This position will require you to be available during core business hours.&nbsp;</p> <h3>Work Location &amp; Travel Requirements</h3> <p>This position is open to the following preferred locations:</p> <ul> <li> <p>New York</p> </li> </ul> <p>Fastly uses a hybrid or remote model. Hybrid employees (within commute distance of an office) typically work