Senior Manager, Sales DevelopmentOur 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:
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.
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.
