On-site
SaaS
arbeitnow
🇩🇪 German
About this role
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.
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Commercial Account Executive - DACH
As part of Fastly’s DACH Sales team, you will be in charge of identifying, working and closing opportunities in high-growth mid market/ commercial accounts across Germany, Austria and Switzerland. You will drive proactive outbound sales opportunities and respond to inbound demand, to work those opportunities from initial qualification to close.
You will execute on the go to market plan to deliver maximum new business bookings and revenue while managing complete and complex sales-cycles, often presenting to partners the value of our platform. You will structure and execute daily, weekly and monthly plans to improve prospecting, meetings, presenting follow-up calls, including preparing for calls by using Sales Engineer resources, and debriefing the team on the outcome and next steps.
This is a chance to join our german team to drive growth within an expanding market with additional support from the EMEA organisation. It is a unique opportunity to build upon the community and the great set of premier customers already in love with Fastly products and services.
Responsibilities
Selling Motion
Sales Cycle
Mid-Market
1–6 month cycles, moderate deal complexity
Prospecting
Hybrid
Mix of inbound leads and outbound prospecting
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionThis Account Executive position at Fastly involves managing the full sales cycle from prospecting through close.
SaaS sales roles typically involve consultative selling with longer deal cycles.
The German market values structured sales processes and typically offers strong base salaries alongside performance incentives.
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