Senior Account Executive - Brazil

Fastly • San Francisco, CA

1d • Remote

About The Position

Fastly is hiring a Senior Account Executive to drive enterprise sales in Brazil. The role is based in Brazil, is remote, and is employed and onboarded by a third-party partner of Fastly in compliance with local laws. The sales approach is consultative and focused on delivering tailored solutions, a positive customer experience, and long-term relationships. The position targets enterprise customers with more than $1 billion in customer revenue across Commerce, Hightech, Fintech, and Financial Services. The account executive develops territory coverage and drives new business, logos, adoption, market penetration, bookings, and revenue against quota. The role combines direct selling with partner and channel engagement, and requires technical selling to executives, IT architects, and software developers. Core business-hours availability is required, with domestic and regional travel of up to 50%.

Requirements

• Technology-related B2B sales experience; SaaS experience is preferred.
• Demonstrated ability to develop, grow, and expand a territory.
• Experience selling to companies with more than $1 billion in customer revenue in Brazil.
• Experience selling through channel partners, resellers, or systems integrators in Brazil, including partner recruitment, enablement, and joint go-to-market execution, alongside direct selling.
• Technical sales background and strong marketing and business development acumen.
• Ability to engage CTO, CISO, and VP of Digital Experience stakeholders, using ROI models and case studies to justify solutions.
• Direct field experience and an extensive customer network among enterprise, Fortune 1000, and large multi-divisional or multinational companies operating in Brazil.
• Ability to travel to customer and partner meetings, trade shows, and events as needed, and experience managing a sales pipeline and closing partner-sourced opportunities.
• BA/BS degree required; an Engineering or Business discipline is specified, with Finance, Economics, or Marketing as a plus.
• Fluent Portuguese and business-level English for internal collaboration.
• Strong communication and presentation skills.
• Passion for working in a multifaceted, collaborative, and purpose-driven environment.
• Availability during core business hours.
• Willingness to travel domestically and regionally up to 50%.

Nice To Haves

• Experience with security technologies, content delivery network services, web analytics, website performance, cloud storage, mobile content delivery, or managed web hosting.
• Experience managing a formal partner or channel program, or a quota tied to partner-influenced revenue.
• Experience selling security technologies, content delivery network services, or website performance through channel partners.
• Experience with large, complex organizations with many business units.
• Understanding of how security plays in the marketplace.

Responsibilities

• Drive enterprise new business and new logos across multiple verticals in Brazil while meeting or exceeding quota goals.
• Lead all aspects of the sales cycle, including prospecting, sales campaigns and meetings, discovery, qualification, negotiation, closing, and account management.
• Build and manage a partner and channel sales motion alongside direct engagement by identifying, enabling, and co-selling with local and regional channel, reseller, and systems integrator partners.
• Develop a territory plan and use available tools to prospect effectively and meet activity metrics provided by Sales Managers and sales operations.
• Follow territory assignments and hand off conversations that belong to other representatives.
• Work with the Sales Manager to map new accounts, identify stakeholders and business requirements, develop account plans, and penetrate new logos and additional business units.
• Deliver the company story, vertical value-proposition presentations, and product demonstrations to identify prospect needs and articulate solutions.
• Develop deal frameworks for deals expected to close, including stakeholders, outcomes, and timelines for customer and partner teams.
• Coordinate customer evaluations and proofs of concept, and validate success criteria using appropriate testing methods.
• Use SFDC to maintain account and contact information, forecast bookings and revenue, track sales activity, and build target lists; manage pipeline and forecasts using Salesforce.com CRM and Clari.
• Travel to customer and partner meetings, trade shows, and events as needed.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior