Commercial Account Executive

# Commercial Account ExecutiveFastly GermanyRemote[\"Full-Time\"]SaaSHybridSee your match scorePosted TodayJob Type[\"Full-Time\"]Work TypeRemoteVerticalSaaSSourcejobicyLanguage German## About this roleFastly 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.Commercial Account Executive - DACH As part of Fastly’s DACH Sales team, you will be in charge of identifying, working and closing opportunities in high-growth mid market/ commercial accounts across Germany, Austria and Switzerland. You will drive proactive outbound sales opportunities and respond to inbound demand, to work those opportunities from initial qualification to close.You will execute on the go to market plan to deliver maximum new business bookings and revenue while managing complete and complex sales-cycles, often presenting to partners the value of our platform.You will structure and execute daily, weekly and monthly plans to improve prospecting, meetings, presenting follow-up calls, including preparing for calls by using Sales Engineer resources, and debriefing the team on the outcome and next steps. This is a chance to join our german team to drive growth within an expanding market with additional support from the EMEA organisation.It is a unique opportunity to build upon the community and the great set of premier customers already in love with Fastly products and services.ResponsibilitiesProspecting to generate pipeline in DACH region.Accountable for driving new business acquisition, revenue growth and meeting or exceeding quota goals and targets.Effectively and independently deliver the Fastly company story, value prop### Selling MotionSales CycleMid-Market1–6 month cycles, moderate deal complexityProspectingHybridMix of inbound leads and outbound prospectingBuyer PersonaC-SuiteSelling to executive decision-makers### Requirements at a GlanceProspecting·Required skill### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## Tagssales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsThis Account Executive position at Fastly involves managing the full sales cycle from prospecting through close.SaaS sales roles typically involve consultative selling with longer deal cycles.This remote-friendly role based in DE provides geographic flexibility while maintaining access to a SaaS market. #J-18808-Ljbffr