Regional VP Sales - DACH

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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As the Regional VP Sales DACH, you will oversee our Sales Organization in Germany. You will manage and lead the regional focused sales team, and ensure support for the broader go-to-market team with the primary objective of growing Fastly’s business across the region. You’ll be responsible for growing the territory, acquiring new customers, growing revenue and accelerating market penetration. As a regional leader for Fastly, you will also be responsible for building and cultivating a cohesive team across local functions and ensuring Fastly’s values are instilled in the business as it grows.

As an external figurehead, you should be a dynamic communicator and possess a technical sales background that enables you to build trust at multiple levels, from CXO to software developer. You should be a self-starter who is prepared to develop and execute a GTM plan and consistently lead your team to hit sales targets.

What You’ll Do

• Develop and execute a comprehensive go-to-market business plan to drive customer acquisition, customer retention and expansion strategies that align with our overall business objectives
• Direct accountability for Fastly’s Germany sales function
• Ensure leadership cross-functionally with Channel Partnerships, Sales Engineering, Marketing & Inside sales to ensure unified GTM plan and delivery on growth
• Monitor and analyse key performance indicators (KPIs) to measure the success of the regional business and make data-driven decisions to optimise performance
• Represent the company at industry events, conferences, and media engagements to enhance brand visibility and thought leadership
• Ensure continued development and maintenance of a robust sales pipeline
• Ensure positive working environment through provision of local leadership, communication and team building; acting as an ambassador and steward for Fastly through fostering an environment that supports Fastly’s culture and corporate values
• Provide input to (regional, international or global) line managers for performance reviews on local observations
• Acts as local escalation point for employee matters, liaising with respective line managers as appropriate
• Supports (regional, international or global) line managers in recruitment
• Maintains oversight over operational end-to-end business, escalating concerns, bottlenecks and operational risk exposures to appropriate line managers
• Create a culture of continuous improvement through regular analysis of the team's performance and recognition of individual contributions to the teams goals
• Manage and/or coach all aspects of the sales cycle including: prospecting, forecasting, sales meetings, negotiations, account management and pipeline creation

What We’re Looking For

• 12+ years of technology with strong experience in CDN, delivery, cloud security and related sales or business development experience with C-level executives
• Proven experience of working for an international US based company
• Proven track record of delivering new business acquisition as an individual contributor and sales leader
• 5+ years experience in sales leadership of regional sales teams
• Direct field experience and extensive customer network within Enterprise level companies in DACH
• Experience working with local German partners, ensuring the success of the partnership and that of the end-customers
• Strong and demonstrable experience in managing and developing end to end sales to deliver on results
• Deep knowledge of different sales methodologies, confident command of pricing, packaging and negotiating complex deals to break into new customer market segments
• Experience collaborating and working closely with Marketing, Product and Customer Success to ensure strategic alignment and results
• Strong ability to manage sales activities, pipeline and use sales enablement tools such as Salesforce
• Independent, self-disciplined and possess strong verbal and written communications skills
• Ability to thrive in a high-growth environment
• Ability to manage multiple objectives, tasks and initiatives across different disciplines and areas

We will be super impressed if you have any experience in any of these:

• Experience with content delivery network services, cloud security services, video streaming technologies, ad insertion and digital marketing, interactive services, digital rights management (DRM), content management, web analytics, website performance, cloud storage, mobile content delivery or managed web hosting is highly desired

Work Hours:

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

Work Location & Travel Requirements:

• This position is a remote role and open to candidates residing in the following locations: Germany.
• This position may require travel as required by your role or requested by your manager.

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 designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.

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 [email protected] or 501-287-4901.

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