Sales Strategy & Operations Lead

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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Posting Open Date: Feb 26, 2026

Anticipated Posting Close Date*: April 30th, 2026

*Job posting may close early due to the volume of applicants.

Sales Strategy & Operations Lead

The AMER Sales Strategy & Operations Lead role will be part of Fastly’s Americas Sales Operations team, and partner closely with Fastly’s Americas Sales leadership to identify opportunities for revenue growth and process improvements, while helping them run their business. This role will be a key contributor to the Sales Strategy & Operations team, reporting to the Sr. Director of Sales Strategy & Operations. They will partner closely with the Sr. Director and Americas Sales Operations team to by providing data-driven recommendations to the Americas Sales team.

This role will also collaborate closely with Sales and cross-functional teams to tackle complex operational business challenges. They will do this by compiling key data insights, identifying areas for process and system optimization, and managing regional initiatives jointly with the Americas Sales Operations team, to support the execution of the regional operational plan.

The perfect candidate for this role takes a proactive, consultative approach to solving business problems with Sales leadership and cross-functional teams. They’re capable of distilling complex ideas and data into logical insights and recommendations, and adjust their communication based on the audience. They are able to work independently with minimal supervision, and raise concerns or provide feedback where necessary.

What You'll Do:

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Act in partnership with senior Sales leadership and Sr. Director of Sales Strategy and Operations, in driving the annual fiscal planning cycle for the Americas region. This includes designing our Go To Market Strategy and performing territory analysis & quota assignments

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Partners closely with Sr. Director of Sales Strategy and Operations and both Global and Americas Sales Operations teams to identify and manage process and methodology improvements.

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Support Americas Sales leadership to run their business effectively including:

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Supporting Pipeline and Forecast reviews

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Develop Salesforce reports and dashboards

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Compile data analysis and insights for key sales metrics

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Actively participate in cross-functional initiatives to identify and solve operational business challenges

What We're Looking For:

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5+ years of combined sales/sales operations experience, ideally at a high-tech or SaaS based company.

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3+ years specifically in a sales operations role

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Knowledge of sales coverage and sales compensation, and experience supporting annual sales planning process

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Excellent analytical, reporting, data manipulation, dashboard creation, and business intelligence skills with ability to deliver their findings succinctly

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Proven ability to manage and execute small regional projects, develop and interpret analytics, and interact effectively with cross-functional teams

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Working knowledge of Salesforce, Clari, and others sales tools including ZoomInfo, Outreach.

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Proven ability to network and build strong relationships with peers and senior leaders

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

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Experience with other sales tools including 6Sense, Clari, and dashboards (Looker, Tableau or PowerBI)

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Experience with building data models to define segments and target audiences based on available data

Work Hours:

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

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Due to the regional scope of this role, core business hours may extend to East and West coast friendly time-zones for some engagements

Work Location(s) & Travel Requirements:

This position is open to Hybrid And Remote Work Locations.

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

In the U.S., key local office locations include: San Francisco, CA; Denver, CO; New York City, NY.

This position may require travel as required by your role or requested by your manager.

SF / LA Fair Chance Ordinance Statement

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 salary range for this position is $133,200.00 to $159,8400.00.

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

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

Benefits:

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?

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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.

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We love distributed teams. Fastly’s home-base is in San Francisco, but we have multiple offices and employees sprinkled around the globe. As a new hire, you will be able to attend our IN-PERSON new hire orientation in our San Francisco office! It is an exciting week-long experience that we offer to new employees to build connections with colleagues across Fastly, participate in hands-on learning opportunities, and immerse yourself in our culture firsthand.

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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.

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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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