Senior Manager, Sales Development

Fastly•Quinte West, ON

7h•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 prominent companies, including GitHub, Yelp, Paramount, and JetBlue. We're building a more trustworthy Internet. Come join us. Posting Open Date: May 1st, 2026 Anticipated Posting Close Date: June 24, 2025 Job posting may close early due to the volume of applicants. Senior Manager, Sales Development Our Sales Development team is growing, and we are seeking a Senior Manager of Sales Development in Denver to lead, coach, and scale our Enterprise SDR organization. In this role, you will partner cross-functionally with Marketing, Sales, Enablement, and Revenue Operations to drive strategic pipeline generation and revenue growth across priority enterprise segments. You will play a critical role in shaping our outbound strategy, developing high-performing SDR talent, and building a strong pipeline of future Account Executives and sales leaders within Fastly.

Requirements

5+ years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organizations both in-office and remote
Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role)
Experience with account-based marketing/selling strategies and tools
Strong analytical skills with experience developing sophisticated prospecting systems
Experience with modern sales and prospecting tools such as Salesforce, LinkedIn Sales Navigator, Apollo, and AI-driven prospecting platforms
Demonstrated ability to coach reps on navigating complex enterprise organizations, including multi-threading across technical and business stakeholders
Strong communication and executive presence, with the ability to engage senior leaders across engineering, security, and digital business teams
Experience selling technical solutions in API-first, CDN, edge cloud, security, or consumption-based business models preferred
Familiarity with developer-centric sales motions and articulating value to both technical and non-technical audiences
Bachelor’s degree or equivalent practical experience

Nice To Haves

Background in MEDDPPICC and Command of the Message
Track record of developing BDRs who successfully transition to enterprise AE roles
Experience building enterprise prospecting playbooks from scratch
Background in cloud infrastructure, edge computing, CDN, security, or developer platforms

Responsibilities

Drive strategic pipeline generation through account-based prospecting and highly targeted outbound campaigns focused on enterprise accounts and key industry verticals
Design and implement comprehensive training programs on enterprise prospecting, including stakeholder mapping, multithreading, and complex opportunity qualification frameworks (e.g., MEDDICC)
Hire, coach and mentor SDRs on advanced prospecting strategies, executive-level engagement, and navigating large, matrixed organizations to create high-quality pipeline
Partner with Sales Leadership and Marketing to align outbound efforts with account-based strategies, key verticals, and priority segments
Develop SDR career progression frameworks and actively mentor top performers toward promotion into Account Executive roles
Establish and evolve the long-term vision for the Enterprise SDR function, aligning team structure, segmentation, and strategy to support enterprise revenue growth, and owning formal development programs that prepare SDRs for successful transition into Account Executive roles