Senior Director - Customer Development

Company: Fastly
Location: Denver
Posted on: April 10, 2021

Job Description:

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. Senior Director - Customer Development The Senior Director, Customer Development will orchestrate Fastly's global inbound and outbound opportunity development team, driving efforts to increase the number of qualified opportunities that result in closed-won business. They will develop a team of global CDRs (outbound) and lead the Director of Market Development (inbound team). This is a highly strategic role where they will be able to control business decisions for Fastly's inbound and outbound pipeline building team. This leader will be responsible for: What You'll Do

• Build out and manage a distributed team of Market Development Representatives (MDRs) and Customer Development Representatives (CDRs) responsible for developing inbound and outbound-sourced opportunities and associated pipeline
• Work with Revenue Leadership to develop strategic MDR & CDR support of specific verticals, regions, and the overall growth of revenue and margin expansion
• Work directly with the VP of Sales to establish go-to-market strategy and goals, hire and nurture a sales team, and forecast requirements for the sales business
• Collaborate with Sales Operations to craft and issue individual quotas
• Identify ways to increase the quality, quantity and predictability of opportunities, tracking deal flow statistics and progress through the Salesforce pipeline
• Mentor and develop CDRs to improve their opportunity sourcing and close rates for their territories
• Monitor and give feedback to the Sales Leadership and Marketing to ensure lead scoring and lead qualification is continuously improving, and assigning next steps through sales and nurture paths
• Design weekly and monthly metrics and ensure they are met by conducting regular progress assessments
• Partner with ABM team to support integrated campaigns and trade shows
• Design and implement a regular cadence of sales prospecting campaigns, and track success in Salesforce
• Collaborate with Marketing to optimize the lead funnel, ensure a positive customer experience, and relay market feedback to improve sales collateral, messaging, etc
• Conduct performance reviews to ensure direct reports are developing skills and achieving targets. Monitor MDRs / CDRs in line for promotion and enable top performers to progress in their careers
• Learn to teach the value of Fastly products and services to new CDRs and to encourage full understanding of Fastly technology
• Partner with Sales Enablement to further develop and execute onboarding and continuous enablement of MDRs and CDRs
• Effectively lead the Director of Market Development, responsible for Fastly's MDR program, to exceed their team goals and pipeline and expand Market Development and Customer Development globally. What We're Looking For
  • Have 10+ years of experience in Sales roles, specifically, 4+ of those years experience in Sales as an MDR / CDR or Sales leader
  • Detail-oriented, with excellent written and oral communication skills
  • Mentoring skills- ability to identify strengths and gaps, and develop strategies for continual improvement
  • Ability to organize and make sense of significant quantities of lead and data flow
  • 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
  • Position can be based on New York, Chicago, Denver, or San Francisco
  • MBA in Business and/or Sales & Marketing experience preferred 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. Employment decisions at Fastly are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, family or parental status, disability*, age, veteran status, or any other status protected by the laws or regulations in the locations where we operate. Fastly encourages applicants from all backgrounds. *Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Fastly. Please inform us if you need assistance completing any forms or to otherwise participate in the application process. Will you now or in the future require sponsorship for employment visa status (e.g. H-1B visa status)? --*
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Keywords: Fastly, Denver , Senior Director - Customer Development, Executive , Denver, Colorado