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.
Director, Customer Development
The Director, Customer Development will lead our outbound opportunity development team in North America, driving efforts to increase the number of qualified opportunities that result in closed-won business!
This position will be based in our San Francisco or Los Angeles office (working remotely until it is safe to return to our offices).
What You’ll Do
- Lead a distributed team of Customer Development Representatives (CDRs) responsible for developing primarily outbound-sourced opportunities and associated pipeline for Enterprise Sales teams
- Identify ways to increase quality and quantity of opportunities sent to Sales, tracking the handoff process and progress of opportunities through the Salesforce pipeline
- Work collaboratively with Sales Leaders to develop strategic CDR 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 CDRs to achieve their weekly/monthly activity metrics, and improve their opportunity sourcing and close rates. Conduct regular performance reviews to ensure CDRs 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 CDR quotas, and work with the Compensation Team to ensure accurate CDR compensation on a monthly basis
- Partner with ABM 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 CDRs, and Sales Enablement to execute onboarding and continuous enablement of CDRs
- Learn to coach the value of Fastly products and services to new CDRs 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 can be based in New York, Chicago, Denver, San Francisco, or Los Angeles
- BA in Business and/or Sales & Marketing experience preferred. MBA a plus
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. In fact, 50% of our employees work outside of SF! An international remote culture is in our DNA.
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 like up to 20 weeks of paid parental leave, options for free medical/dental/vision plans, and an open vacation program that enables our folks to take the time they need to recharge (some benefits may vary by location).
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!
Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment.
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