Overview
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.
Role ENTERPRISE ACCOUNT MANAGER
What You'll Do
Partners with Sales to focus on overall relationship with a group of Fastly’s largest and most complex clients
Develop and execute comprehensive account strategy, attaining buy-in and alignment from customer
Deep understanding of account and strategy - Able to map a complex organization, develop and execute against a strategy. Develop strong customer connections with executive stakeholders across multiple business units and levels within a company
Long term vision - Create thoughtful and creative retention strategies, maximizing Fastly value, tying all conversations to business impact, and incorporating account strategy goals. Create long term, quality customer interactions with consistency
Lead internal account team strategy, ensuring all team members are in-sync on approach, current status, account renewals, and actions required
Delight customers by demonstrating responsiveness and ensuring timely responses
Proactively engage and influence internal and external partners, providing expertise and suggesting new ideas. Utilize consultative discussions to uncover customer pain points and understand how Fastly can address them
Identify, qualify and close opportunities for customer growth
Establish joint success plans based on a deep understanding of goals, stakeholders, and business impact.
Develop and execute Quarterly Business Reviews within the assigned client base.
Collaborate with the product, marketing, client services and sales teams to provide the voice of the customer internally, becoming known as the go-to expert on the customer
Consistently share knowledge of industry, company, trends, and solutions
Enterprise Account Manager could be paged in the event their customer submits an emergency ticket to help coordinate response internally
What We're Looking For
Bachelor's degree or equivalent in related field of study
At least 5 years of enterprise customer management experience in a technology firm
Strong project management skills, high detail orientation and exceptional organization skills: Comfortable developing and implementing multi-step plans and coordinating the appropriate parties. Can find answers quickly and provide thorough information
Thrives in a multi-tasking environment, with an ability to adjust priorities: Able to complete customer facing and internal projects on-time with high quality
Excellent writing and communication skills: Provides clear communication to develop customer relationships. Able to tailor messaging based on the recipient. Ensures communication is tracked for cross-functional visibility
Strong customer service; professional and friendly demeanor: Built-to-serve mentality. Respects customer's time and uses meetings to provide value. Does not shy away from hard conversations and renewal negotiations
Nice-to-Have Experience
Strong negotiation and problem-solving skill to address client challenges and identify mutually beneficial solutions
Collaborative Partner: Brings ideas to the team for learning. Internal partners enjoy working with him/her. Internal advocacy carries weight
Technical background highly valued: Can discuss technical benefits and understands how a solution fits into the tech ecosystem. Deep dives into customer’s business and industry in order to best learn how to support them. Willingness to learn new products/features.
Work Hours
This position will require you to be available during core business hours.
Work Location & Travel This position is a remote role and open to candidates residing in the US. This position may require travel as required by your role or requested by your manager.
Salary The estimated range for On-Target Earnings for this role is $125,573 to $150,687. 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 75%/25%.
Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.
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?
Medical, dental, and vision insurance
Family planning, mental health support, Employee Assistance Program
Life, disability, and accident insurance
Flexible vacation policy and up to 18 days of accrued paid sick leave
401(k) with company match and Employee Stock Purchase Program
12 paid local holidays and 12 paid wellness days in 2026
Why Fastly?
We have a huge impact. Fastly is a small company with a big reach, supporting open source projects and initiatives. Employees are encouraged to engage with causes close to their heart.
We love distributed teams. Hybrid/remote work with opportunities to connect in person; new hires participate in in-person orientation in San Francisco.
We value diversity. We are committed to an inclusive and diverse team where employees can bring their authentic selves to work.
We are passionate. Fastly employees have varied backgrounds and interests; we value individuality and curiosity.
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 during the application process. Fastly is committed to equal employment opportunity and provides a safe and welcoming work environment free of discrimination and harassment. For more details, see our privacy notice for job applicants.
#J-18808-Ljbffr
Role ENTERPRISE ACCOUNT MANAGER
What You'll Do
Partners with Sales to focus on overall relationship with a group of Fastly’s largest and most complex clients
Develop and execute comprehensive account strategy, attaining buy-in and alignment from customer
Deep understanding of account and strategy - Able to map a complex organization, develop and execute against a strategy. Develop strong customer connections with executive stakeholders across multiple business units and levels within a company
Long term vision - Create thoughtful and creative retention strategies, maximizing Fastly value, tying all conversations to business impact, and incorporating account strategy goals. Create long term, quality customer interactions with consistency
Lead internal account team strategy, ensuring all team members are in-sync on approach, current status, account renewals, and actions required
Delight customers by demonstrating responsiveness and ensuring timely responses
Proactively engage and influence internal and external partners, providing expertise and suggesting new ideas. Utilize consultative discussions to uncover customer pain points and understand how Fastly can address them
Identify, qualify and close opportunities for customer growth
Establish joint success plans based on a deep understanding of goals, stakeholders, and business impact.
Develop and execute Quarterly Business Reviews within the assigned client base.
Collaborate with the product, marketing, client services and sales teams to provide the voice of the customer internally, becoming known as the go-to expert on the customer
Consistently share knowledge of industry, company, trends, and solutions
Enterprise Account Manager could be paged in the event their customer submits an emergency ticket to help coordinate response internally
What We're Looking For
Bachelor's degree or equivalent in related field of study
At least 5 years of enterprise customer management experience in a technology firm
Strong project management skills, high detail orientation and exceptional organization skills: Comfortable developing and implementing multi-step plans and coordinating the appropriate parties. Can find answers quickly and provide thorough information
Thrives in a multi-tasking environment, with an ability to adjust priorities: Able to complete customer facing and internal projects on-time with high quality
Excellent writing and communication skills: Provides clear communication to develop customer relationships. Able to tailor messaging based on the recipient. Ensures communication is tracked for cross-functional visibility
Strong customer service; professional and friendly demeanor: Built-to-serve mentality. Respects customer's time and uses meetings to provide value. Does not shy away from hard conversations and renewal negotiations
Nice-to-Have Experience
Strong negotiation and problem-solving skill to address client challenges and identify mutually beneficial solutions
Collaborative Partner: Brings ideas to the team for learning. Internal partners enjoy working with him/her. Internal advocacy carries weight
Technical background highly valued: Can discuss technical benefits and understands how a solution fits into the tech ecosystem. Deep dives into customer’s business and industry in order to best learn how to support them. Willingness to learn new products/features.
Work Hours
This position will require you to be available during core business hours.
Work Location & Travel This position is a remote role and open to candidates residing in the US. This position may require travel as required by your role or requested by your manager.
Salary The estimated range for On-Target Earnings for this role is $125,573 to $150,687. 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 75%/25%.
Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.
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?
Medical, dental, and vision insurance
Family planning, mental health support, Employee Assistance Program
Life, disability, and accident insurance
Flexible vacation policy and up to 18 days of accrued paid sick leave
401(k) with company match and Employee Stock Purchase Program
12 paid local holidays and 12 paid wellness days in 2026
Why Fastly?
We have a huge impact. Fastly is a small company with a big reach, supporting open source projects and initiatives. Employees are encouraged to engage with causes close to their heart.
We love distributed teams. Hybrid/remote work with opportunities to connect in person; new hires participate in in-person orientation in San Francisco.
We value diversity. We are committed to an inclusive and diverse team where employees can bring their authentic selves to work.
We are passionate. Fastly employees have varied backgrounds and interests; we value individuality and curiosity.
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 during the application process. Fastly is committed to equal employment opportunity and provides a safe and welcoming work environment free of discrimination and harassment. For more details, see our privacy notice for job applicants.
#J-18808-Ljbffr