Full-Time

Director – Account Management

Fastly

Fastly

1,001-5,000 employees

Edge cloud platform for optimizing web and app performance

Data & Analytics

Senior, Expert

London, UK

Required Skills
Sales
Communications
Management
Marketing
Requirements
  • Proven, in-depth experience of motivating and challenging an existing successful Globally dispersed account management team
  • A good understanding of, and experience within the CDN, EdgeCloud,and/or Security space. Must be Tech savvy, and the ability “talk the talk” about web-based technologies
  • Prior Experience working in a Sales position, with strong commercial experience
  • Experience managing people associated with management of commercial client relationships and Sales preferred
  • Ability to motivate and challenge an account management team
  • Demonstrated experience and success in managing client relationships either on a primary or secondary basis
  • Success as a relationship builder and collaborator with amazing verbal and written communication skills
  • Proficiency in the use of related software and computer tools
  • Ability to travel (10%+) to meet clients in order to support Quarterly Business Reviews and on site efforts to ensure client adoption and use of Fastly platform
  • Proven analytical and problem solving skills
  • Exceptional listening and interpersonal skills with a high degree of approachability
  • Driven and passionate about leading, mentoring and developing teams
  • Collaborative and results-oriented in a way that drives change and results across multiple departments with the customer experience always in mind
  • Demonstrated expertise in retention strategies, techniques, processes and measurements preferred
Responsibilities
  • Support Global account teams which are located in UK, Germany, Spain, Sweden Australia, Japan and Australia.
  • Responsible for existing customer revenue growth and retention.
  • Establish and maintain a client-centric focus within the organization, through exceptional customer relationships, emotional intelligence, and data in order to effectively mitigate potential risks and maximize corporate retention rates.
  • Develop initiatives, programs and standards for AM and related Client Services teams and ensure alignment between organizations, not limited to Account Reviews and Account Planning.
  • Organize, lead and present on AM-focused cross functional projects that are of strategic interest to the company.
  • Establish multi-year strategy for Account Management organization, including building relevant teaming structures within Client Services that are in alignment with Sales to best support customer coverage.
  • Continuously evaluate, improve and communicate process, policy and metrics metrics relevant to measuring customer health and Account Management performance.
  • Establish internal cross-functional processes to align Account Management team to improve visibility, provide and receive feedback and continually increase relevant impact.
  • Establish executive level relationships with strategic accounts as well as internally to represent the Account Management function.
  • Maintain working collaborative relationships with key management and staff in lateral departments including but not limited to: Sales, Sales Engineering, Customer Support, Professional Services, Marketing, Product and Finance.
  • Create a high performance team environment through continual learning, feedback and focus on results.
  • Drives and measures team’s effectiveness at proactively identifying customer risk, identifying opportunities for customer growth, and properly escalating issues.
  • Hire, motivate, mentor, retain and promote exceptional Account Management individual contributors and management talent.
  • Develops career path structure for those interested in joining Account Management as well as for promoting existing Account Managers.

Fastly offers a secure and efficient edge cloud platform, trusted by leading companies like Reddit, Pinterest, and The New York Times, to enhance website and application performance. It provides a unique competitive advantage with its serverless compute platform, Compute@Edge, which allows businesses to optimize delivery and response times by running code within the CDN itself. The company's culture emphasizes smart solutions and seamless integration, making it an ideal workplace for those interested in cutting-edge technology and global scalability.

Company Stage

Series F

Total Funding

$219M

Headquarters

San Francisco, California

Founded

2011

Growth & Insights
Headcount

6 month growth

7%

1 year growth

25%

2 year growth

31%