Senior Manager, Sales Development

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 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.

What You'll Do:

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

What We're Looking For:

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

We’ll be super impressed if you have experience in any of these:

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

Work Hours:

This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements:

This position is open to the following preferred office locations:

Denver, Colorado

Fastly currently embraces a largely hybrid model for most roles, which allows employees flexibility to split their time between the office and home. This position will require you to be in the office three days per week, Tuesday through Thursday.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary:

The estimated range for On-Target Earnings for this role is $199,268.00 to $239,121.500. On-Target Earnings consists of a combination of annual base pay and sales compensation variable target. The standard pay split for this role (i.e. base pay vs. variable target %) is 70/30.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role is eligible to participate in Fastly’s global sales compensation plan and may participate in Fastly’s equity program.

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 2026, we offer 11 paid local holidays, 11 paid company wellness days.

Why Fastly?

We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.

We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.

We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

All job applications must be submitted through our official careers site at www.fastly.com/about/careers. We will never request sensitive information, such as your Social Security number, bank account or credit card information during the application process. All official communication will come from an @fastly.com or @recruiting.fastly.com email address.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at [email protected] or 501-287-4901.

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