Senior Enterprise Account Manager

Fastly • San Francisco, CA

13d • Hybrid

About The Position

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. We're building a more trustworthy Internet. Come join us. Posting Open Date: 12/8/2025 Anticipated Posting Close Date: 2/8/2026 Job posting may close early due to the volume of applicants. Senior Enterprise Account Manager Fastly is passionate about helping our customers succeed. If you are a good communicator who enjoys creating relationships and solving problems, we want you. The Enterprise Account Manager will be part of our growing Account Management team and work with Sales, Customer Support, Product and technical teams to provide our customers a seamless experience. You will be responsible for creating and managing high impact customer relationships, maintaining account health, providing product feedback and being a customer advocate. In this role, you will work with internal and external stakeholders and will need to balance multiple requests. Success in this role directly ties to the value we provide our customers.

Requirements

• Bachelor's degree or equivalent in related field of study
• At least 5 years of enterprise customer management experience in a technology firm
• Strong project management skills, high detail orientation and exceptional organization skills: Comfortable developing and implementing multi-step plans and coordinating the appropriate parties. Can find answers quickly and provide thorough information
• Thrives in a multi-tasking environment, with an ability to adjust priorities: Able to complete customer facing and internal projects on-time with high quality
• Excellent writing and communication skills: Provides clear communication to develop customer relationships. Able to tailor messaging based on the recipient. Ensures communication is tracked for cross-functional visibility
• Strong customer service; professional and friendly demeanor: Built-to-serve mentality. Respects customer's time and uses meetings to provide value. Does not shy away from hard conversations and renewal negotiations

Nice To Haves

• Strong negotiation and problem-solving skill to address client challenges and identify mutually beneficial solutions
• Collaborative Partner: Brings ideas to the team for learning. Internal partners enjoy working with him/her. Internal advocacy carries weight
• Technical background highly valued: Can discuss technical benefits and understands how a solution fits into the tech ecosystem. Deep dives into customer’s business and industry in order to best learn how to support them. Willingness to learn new products/features.

Responsibilities

• Partners with Sales to focus on overall relationship with a group of Fastly’s largest and most complex clients
• Develop and execute comprehensive account strategy, attaining buy-in and alignment from customer
• Deep understanding of account and strategy - Able to map a complex organization, develop and execute against a strategy.
• Develop strong customer connections with executive stakeholders across multiple business units and levels within a company
• Long term vision - Create thoughtful and creative retention strategies, maximizing Fastly value, tying all conversations to business impact, and incorporating account strategy goals.
• Create long term, quality customer interactions with consistency
• Lead internal account team strategy, ensuring all team members are in-sync on approach, current status, account renewals, and actions required
• Delight customers by demonstrating responsiveness and ensuring timely responses
• Proactively engage and influence internal and external partners, providing expertise and suggesting new ideas.
• Utilize consultative discussions to uncover customer pain points and understand how Fastly can address them
• Identify, qualify and close opportunities for customer growth
• Establish joint success plans based on a deep understanding of goals, stakeholders, and business impact.
• Develop and execute Quarterly Business Reviews within the assigned client base.
• Collaborate with the product, marketing, client services and sales teams to provide the voice of the customer internally, becoming known as the go-to expert on the customer
• Consistently share knowledge of industry, company, trends, and solutions
• Enterprise Account Manager could be paged in the event their customer submits an emergency ticket to help coordinate response internally

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees