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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Posting Open Date: October 22, 2024

Anticipated Posting Close Date*: December 18th, 2024

*Job posting may close early due to the volume of applicants.

Director, North America Sales Operations

The Director of Sales Operations manages a distributed team of highly-focused operations professionals that help sales leaders drive sales strategy and execution of Fastly’s Go-to-Market plan to achieve our revenue goals.

The ideal candidate possesses a strong operational background with the ability to interpret data and make recommendations to senior leaders to strengthen their business. You should be an experienced leader who has proven their ability to hire, empower and develop their distributed team. A core part of the Go-To-Market plan is related to sales compensation and the ideal candidate should have a solid working knowledge of plan design and strategy to apply to the role. This is a meaningful role for the revenue organization at Fastly and will report to the VP of Global Sales Operations.

What You'll Do:

Partner with a diverse global sales leadership team to provide world-class operational support to a fast growing sales organization
Work closely with other team members and the business to further develop metrics, KPIs, analytics and dashboards to provide performance measurement and drive business performance through deep business insight
Drive strategy and design for sales compensation plans in partnership with the finance team. Own Quota & Territory planning that feeds into compensation plans.
Proactively recognize business needs, and provide core business support functions to ensure the successful running of the maintenance sales business
Partner with peers, senior leaders and internal and external stakeholders to drive the business goals. Create and execute Go-To-Market strategies and programmes.
Support development of sales and operations strategy, understand priorities and execute operational plans
Optimize sales and operational efficiency through innovative thinking, process improvement and sharing knowledge across teams
Work with peers in all departments to determine impact of application changes on systems and processes and how it will affect current reporting
Work with a cross-functional team where operations business knowledge is required. This includes participating in gathering requirements, process design, system testing, and enablement
Produce compelling and informative analyses and presentations. Use analytics to make significant and impactful recommendations for improvements to GTM strategy, design and implementation and guide Managers and sr Managers to make people and impactful decisions that affect the company.
Build, lead and coach the international sales operations team, providing guidance, support and motivation to achieve goals.

What We're Looking For:

8+ years of business experience, with preferably 4+ years in a sales operations role or business analytics role
3+ years of management experience
Demonstrated experience with sales compensation plans, quota assignment and territory planning
Excellent analytical, reporting, data manipulation, dashboard creation, and Business Intelligence skills with an expertise in Salesforce and Looker
Proven communication skills at all levels of an organization - with a demonstrated focus on being able to translate data and metrics into predictable business insight
Proven track record to drive and communicate objectives, design and execute projects, develop and interpret analytics, and interact effectively across all levels of a large multi-national organization including executive management.
Ability to interpret complex business documents/reports, create and present process documentation and training
Highly organized with the ability to manage towards multiple deadlines simultaneously
Ability to network and build positive relationships with peers, senior leaders and executives
Excellent written and verbal communication skills
Must be comfortable working with a distributed team who are geographically dispersed, be willing to travel if required

Work Hours:

This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements:

This position is open to Hybrid And Remote Work Locations.

The preferred locations for this position are:

San Francisco, CA
New York, NY
Denver, CO

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

There is a strong preference for Hybrid near a local office. However, we may be willing to consider remote candidates within the US.

This position may require travel as required by your role or requested by your manager.

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 $195,720.00 to $244,640.00.

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 2024, we offer 10 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 love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand.
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. 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.

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Director, North America Sales Operations