Senior Account Executive
About the job
- A successful, established track record in new business development with senior leadership and C-level executives within security sales, including experience developing new customers.
- Direct field experience and an extensive network of key contacts in the SaaS, PaaS, or cloud platform sector, including large multi-divisional and multinational companies.
- Ability to develop, grow, and expand a territory.
- A proven track record of effective outbound prospecting, managing sophisticated enterprise sales cycles, and accurate pipeline management and forecasting.
- Native Japanese speaking and writing skills and business-level English skills.
- Prior experience working for a United States- or internationally headquartered company.
- Ability to work individually and collaboratively as part of a team.
- Develop, manage, and execute a go-to-market plan to meet continued-growth objectives in the assigned vertical across the territory.
- Drive pipeline, sales, and revenue, and meet or exceed quota goals.
- Lead all aspects of the sales cycle internally and externally, including prospecting, discovery, proof of concepts, value proposition positioning and pricing, contract closing, and account management.
- Work closely with a Sales Engineer to guide prospective customers through demonstrations and trial periods.
- Develop a technical understanding of Fastly solutions, the problems they solve for customers, and their place in the broader edge computing, security, and DevOps landscape.
- Partner with the account management team to accelerate customer adoption and ensure customer satisfaction.
- Collaborate with Client Services, Marketing, Product, and Product Marketing to align and execute regional efforts.
- Use customer relationship management tools to enrich the customer database and report on sales-cycle progress, and use sales prospecting tools to drive outbound activities.
- Experience with technologies and content delivery network services, security services, cloud-based services, software as a service, platform as a service, content management, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting is helpful.
About the company
Fastly provides edge cloud computing services that run data processing and application logic near users to reduce latency and improve performance. Customers deploy code at the network edge using Edge Compute Language, manage services through APIs, and rely on edge caching and security to speed up and protect content. It differentiates itself with a programmable, developer-focused edge platform and a global edge network, along with usage-based pricing. The goal is to enable faster, safer online experiences by moving computation and delivery closer to users across industries.
Company Size
1,001-5,000
Company Stage
IPO
Headquarters
San Francisco, California
Founded
2011
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Simplify's Take
What believers are saying
- Q2 2026 revenue grew 23% to $183.3 million; security grew 43%.
- Net revenue retention reached 117% in Q2 2026, the highest in three years.
- Comcast partnership in September 2026 embeds Fastly inside 1,400 hub sites and 200 edge centers.
What critics are saying
- Top ten customers drove 37% of Q2 2026 revenue; concentration stays extreme.
- AWS CloudFront, Cloudflare, and Akamai commoditize edge delivery, crushing Fastly's premium pricing by 2027.
- Fastly's 10-Q flags class-action litigation and one customer held 10% of receivables.
What makes Fastly unique
- Fastly's single network spans 166 points of presence and 622 Tbps capacity.
- September 2026 Investor Day showed 72% multi-product adoption and 30% four-suite penetration.
- Fastly for AI launches AI Runtime Control, AI Firewall, and API Security.
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Benefits
Health Insurance
Dental Insurance
Vision Insurance
Life Insurance
Disability Insurance
Mental Health Support
Family Planning Benefits
Unlimited Paid Time Off
Paid Sick Leave
401(k) Retirement Plan
401(k) Company Match
Employee Stock Purchase Plan
Growth & Insights and Company News
6 month growth
0%1 year growth
-1%2 year growth
-3%Fastly stock returned 241.5% in the twelve months to October 9, 2026, far ahead of the S&P 500's 17.0% gain. Sales growth has picked up and losses have narrowed. The first sign came on February 12, 2025, when management outlined a plan to sell its full range, including security and bot protection. Revenue grew 8.2% in the quarter ended March 2025 and 12.3% in the second quarter, though the operating loss was still 24.6% of revenue. Second-quarter 2026 revenue rose 23% to $183.3 million, with security up 43%. The trailing twelve-month operating loss narrowed to 12.0% of revenue. Fastly guided third-quarter revenue to $184 million to $190 million. It reports results on November 4, 2026.
Fastly shares surged nearly 16% on Friday after Oppenheimer upgraded the edge cloud platform provider, citing growing contract values and early monetisation of agentic AI traffic. The brokerage expects these trends to sustain stronger growth over the next few years, driving the stock to a higher valuation as Fastly delivers growth and margin expansion. Oppenheimer's industry checks indicated higher contract values alongside early monetisation of traffic from agentic AI applications. The firm believes these trends could drive growth in the high teens to low 20s over the next few years. Fastly's second-quarter revenue grew 23% to $183.3 million, with security revenue up 43% to $41.7 million. The company is scheduled to report third-quarter earnings on 4 November.
Comcast and Fastly have partnered with NBCUniversal to improve streaming quality for Peacock's live sports events by moving content closer to viewers. The collaboration runs Fastly's content delivery software directly on Comcast's distributed network of over 200 edge computing centres across the US. The approach addresses the massive infrastructure demands of live sports streaming, where millions of viewers arrive simultaneously. By processing content within Comcast's network rather than from centralised external locations, the system reduces duplicate traffic and delivery distances. The model particularly benefits major sporting events on Peacock, including NFL, NBA, and MLB games. Beyond live streaming, the underlying technology could support gaming, cybersecurity, AI inference, and enterprise cloud services. Comcast continues exploring additional applications for its edge computing resources.
Fastly is expanding beyond content delivery into a broader platform strategy encompassing delivery, security, compute, and observability. The company announced this direction at its September 22 Investor Day, prompting shares to jump 14%. The timing aligns with growing AI-generated traffic. Analysis of Meta's Muse assistant found Fastly infrastructure appearing in 29.3% of tests, suggesting a significant role in AI workloads. Multi-product adoption is accelerating. Currently, 72% of customers use at least two product suites, up from 58% two years ago. Some 30% now use four or more suites, versus just 7% previously. Second-quarter revenue increased 23% year-over-year, with net revenue retention rising to 117%. Security revenue grew 43%, whilst compute-related revenue helped drive 69% growth in other categories.
Fastly is targeting $1.1 billion to $1.3 billion in revenue by 2029, representing a 14% to 21% compound annual growth rate from 2026. The company also expects gross margins of 67%–71%, operating margins of 20%–22%, and free cash flow margins of 12%–15%. The edge cloud platform provider said AI traffic is growing 6.5 times faster than human traffic on its network. The company reported a sevenfold increase in AI model distribution over the past month and an 11-fold growth in Model Context Protocol traffic this year. Fastly's security business grew 43% year over year in the latest quarter, with Bot Management and DDoS Protection posting triple-digit growth. The company said 72% of customers now use at least two product suites, whilst 30% use four or more.