Senior Account Executive - Brazil
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 under local laws, with the employee assigned to Fastly. The position focuses on winning new business and logos among enterprises with more than $1 billion in customer revenue across Commerce, Hightech, Fintech, and Financial Services. The sales approach is consultative and spans direct engagement and partner-led or partner-assisted selling. The account executive owns the sales cycle from prospecting and discovery through qualification, negotiation, closing, and account management. They develop territory and account plans, build relationships with senior technical and business stakeholders, deliver company and product presentations and demonstrations, coordinate evaluations and proofs of concept, and maintain accurate pipeline and forecasts. The role requires close collaboration with local and regional channel, reseller, and systems integrator partners, along with domestic and regional travel of up to 50% as needed.
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.
- Proven 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, including the ability to engage CTOs, CISOs, and VPs of Digital Experience and use ROI models and case studies to justify solutions.
- Direct field experience and an extensive customer network in 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.
- Bachelor of Arts or Bachelor of Science degree required; Engineering or Business disciplines are specified, with Finance, Economics, or Marketing 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.
- Domestic and regional travel of up to 50% is required.
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 operates in the marketplace.
Responsibilities
- Drive enterprise new business and logo acquisition in Brazil across Commerce, Hightech, Fintech, and Financial Services, 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 partner and channel sales alongside direct engagement by identifying, enabling, and co-selling with local and regional channel, reseller, and systems integrator partners.
- Prepare a territory plan and use available tools to prospect effectively and achieve activity metrics.
- Follow territory assignments and pass conversations outside the assigned territory to the appropriate 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 directly and through partners.
- Present Fastly's company story and vertical value proposition, deliver product demonstrations, identify prospect issues and requirements, and articulate potential solutions.
- Develop a deal framework for deals expected to close, including stakeholders, desired results, and timelines for the customer and partner teams, and communicate it effectively.
- Coordinate customer evaluations and proofs of concept and validate success criteria using appropriate testing methodologies.
- Use SFDC to maintain account and contact data, forecast bookings and revenue, track sales activity, and build target lists.
- Close sales, maintain an accurate pipeline and forecast in Salesforce.com CRM and Clari, and drive partner-sourced opportunities to closure.
- Travel to customer and partner meetings, trade shows, and events as needed.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
