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.

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VP, Sales & Service Operations

Reporting to the EVP, CRO, as the Vice President, Sales and Services Operations you will oversee all aspects of sales operations and sales strategy at Fastly, including compensation planning; capacity modeling; quota setting; and field enablement for all geographies.This role will provide direct counsel to the EVP and Sales Leaders to drive sales rep performance, develop accurate forecasting & pipeline measures, and build strong relationships across sales leadership and related business partners to influence decision making.

What You'll Do

Acts as Chief of Staff for EVP, Sales overseeing Sales and Client Services Planning, Operations, and Enablement
Acts as Critical Issues/Escalation Manager for the EVP, CRO
Manages Territory and Quota assignment process including categorization and sizing of accounts
Allocates headcount based on territory demand and market sizing data
Designs and writes the Variable Compensation Plan for quota bearing sales reps, sales engineers, sales leadership, and sales development reps
Manages the Commission Appeal Process; acts as first line of adjudication for appeals
Partners with Finance and Legal to develop processes to streamline the back-office sales flow
Partners with Finance to analyze rep effectiveness
Partners with Product, Marketing, Finance and Legal to create and administer Limited Availability Program for new product sets
Partners with key stakeholders to assist in the development of Go-To-Market strategies
Works with SVP, Sales to create Board and Executive level presentations about current and future state of the Sales and Client Services Organization
Partners with Enterprise Systems to scope and improve Sales focused tools
Provides strategic sales and deal shaping support to sales on a deal basis
Partner with senior sales leadership to identify opportunities for sales process and methodology improvement
Design new sales coverage models, compensation plans, and incentive structures and operationalize them while balancing growth and ROI
Refine the sales management processes, including key performance indicators and dashboards, pipeline management, and account and territory planning
Leads , manages and develops the Sales Operations team to deliver effective and accurate sales data and customized sales development programs
Proactively identify opportunities to improve the processes, communication and management of sales performance to promote the scale and growth of the sales organization

What We're Looking For

10+ years of experience in a Leadership role for Sales Ops
5+ years management experience
Bachelor's degree required: advanced degree preferred
Experience in developing and administering Sales Compensation plans
Extremely strong writing and analytical skills
Experience in some or all of the following areas: Sales operations; territory design and coverage models; sales process design; sales compensation planning; sales force automation (SFA) implementation and management; forecast/pipeline management; sales intelligence; data science, and data analysis.
Customer-facing skills (strong presenter, comfortable with executive-level audience, able to identify issues/needs through effective questioning)

The estimated salary range for this position is $300,000 to $400,000. 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), company paid holidays, paid time off and paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program.

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 reserves the right to amend or modify for any reasons in accordance with applicable law.

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.
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.

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.

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.

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VP, Sales Operations