• Accountable for driving new business and logos, while meeting or exceeding quota goals, leading all aspects of the sales cycle including prospecting, sales campaign/meetings, discovery, qualification, negotiation, path to closure, and account management. • Prepare a territory plan and use all available tools to prospect effectively, achieving activity metrics provided by Sales Managers and sales operations. Adhere to territory assignment and pass off conversations that fall into other reps' areas of responsibility. • Work with the Sales Manager to map new accounts (incl. key stakeholders and business requirements), develop account plans, and penetrate new accounts. • Effectively and autonomously deliver the Fastly company story, vertical talk track value proposition-based presentations, and product demonstrations. • Identify a prospect’s issues, recognize requirements, and effectively articulate potential solutions. • Work with Sales Management and the Deal desk to prepare and deliver compelling proposals, quotes, and contracts. • Develop a deal framework for all deals set to close, including necessary stakeholders, results, and timelines for both sides. Be able to communicate this effectively to the customer. Coordinate Eval/POC with the customer. Validate success criteria using the appropriate testing methodology. • Accelerate customer adoption of Fastly technology and ensure customer satisfaction. • Use SFDC to maintain updated account/contact information, accurately forecast bookings and revenue, track sales activity, and build target lists. • Provide insight into the market based on first-line experience and the voice of the customer.