SMB Account Executive

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. We're building a more trustworthy Internet. Come join us. Posting Open Date: April 10th, 2026 Anticipated Posting Close Date*: June 1st, 2026 *Job posting may close early due to the volume of applicants. SMB Account Executive - New York (hybrid) 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. 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. What You'll Do Own the Full Life Cycle: Manage all inbound inquiries and proactively conduct outbound pipeline generation activities via phone, email and LinkedIn. Strategic Territory Ownership: Build and execute a data-driven "Go-to-Market" plan for either the Northeast or Southeast US Consultative Technical Selling: Partner directly with dedicated Sales Engineers to solve complex edge-computing, security, and delivery challenges for sophisticated technical buyers 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. 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. Modern Sales Tech Stack: Leverage a world-class suite of tools including 6sense for intent data, Outreach for sequencing, ZoomInfo for intelligence, and Clari for precise forecasting. Evangelize the Edge: Elevate Fastly’s vision and communicate our value proposition to VP and C-Suite executives. Shape the Culture: Join a high-energy, "Commercial East" team where your feedback directly influences our SMB sales plays and regional strategy What We're Looking For 2+ years of technology sales experience and/or 5 years of B2B sales experience Proven track record of success and ability to thrive in a metrics-driven sales culture. Comfortable and compelling on the phone, via email, LinkedIn and in person. Eagerness to work hard, exceed expectations and outperform quotas. Curiosity and a desire to understand the customer's industry/business needs. Demonstrate an insatiable appetite to learn and improve. Fearless attitude and a willingness to take intelligent risks. Background in MEDDPPICC and Command of the Message. Work Hours This position will require you to be available during core business hours. Work Location & Travel Requirements This position is open to the following preferred locations: New York (hybrid) Fastly uses a hybrid or remote model. Hybrid employees (within commute distance of an office) typically work in the office 2-4 days a week. SF / LA Fair Chance Ordinance Statement Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Salary The estimated salary range for this position is $107,658.00 to $129,190.00. 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 60/40). Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role may be eligible to participate in Fastly’s equity and discretionary bonus programs. 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 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 2026, we offer 11 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 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 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. All job applications must be submitted through our official careers site at www.fastly.com/about/careers. We will never request sensitive information, such as your Social Security number, bank account or credit card information during the application process. All official communication will come from an @fastly.com or @recruiting.fastly.com email address. 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 candidateaccommodations@fastly.com or 501-287-4901. Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.