Sr. Sales Process & System LeadThe Sales Process & Systems Sr. Lead role will be a key contributor to the Sales Strategy & Operations team. Reporting to the Sr. Director, Sales Strategy & Operations, this role will be responsible for our sales AI and tech stack roadmap, optimizing sales processes and systems to improve sales efficiency and effectiveness.
Partnering with the Sr. Director, Sales Strategy & Operations, they will be responsible for defining our sales AI and tech stack roadmap. They will manage tech stack adoption of existing tools, as well as new AI and tech stack POC process. They will drive the monthly GTM steerco cadence and manage the intake and prioritization process for requests from our Sales leadership and Sales Operations teams. They will also be responsible for identifying areas for efficiency, consolidation, and automation across our GTM workflows with the latest automation and AI capabilities.
This role will manage and optimize sales process and technology workflows, from Lead to Opportunity, Opportunity to Quote, and Quote to Cash. They will do this in close collaboration with cross-functional stakeholders across IT Business Systems, GTM operations teams (including Marketing Operations, Sales Operations, and Client Services Operations), and other teams including Deal Strategy, Legal, Order Management, and Billing.
The perfect candidate for this role takes a proactive, consultative approach to solving business problems with non-technical partners. 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 while prioritizing work, and take an iterative approach to getting the job done. Finally, they will bring innovative ideas to the way we get work done, especially with AI capabilities.
What You'll Do:- Cross-functional initiative management: Collaborate closely with key stakeholders across Sales, Marketing, IT Business systems, Sales Operations and Enablement teams to effectively manage key initiatives that improve sales efficiency through process & system improvements
- Sales Process Optimization: Map, document and optimize existing sales workflows, identifying bottlenecks and inefficiencies.
- Business Process Analysis: Capture business requirements and translate them into functional specifications for system enhancement
- Sales Tech Stack Management: Manage and maintain CRM systems and sales tech stack, in close partnership with IT Business Systems teams, ensuring data accuracy and seamless integration with other tools. Manage vendor relationships and demo/POC process.
- Automation: Automate repetitive tasks using workflow automation tools inclusive of AI, freeing up sales teams to focus on high-value activities
- Change Management: Identify impacts and develop change management plans, partnering with Sales Communications and Sales Enablement teams. Also helps develop, deliver and manage content and training to support process and system updates
What We're Looking For: - Bachelor's degree required
- 10+ years experience supporting and integrating sales business processes, ideally involving CRMs and program management
- Automation workflow and tools experience, inclusive of AI capabilities
- Managed key transformation initiatives involving multiple functional stakeholders
- Ability to work cross-functionally both internally and externally to influence key stakeholders
- Ability to think critically, troubleshoot and solve problems with confidence
- Excellent attention to detail and strong communication skills
- Strong knowledge of Salesforce administration certification and experience, with working knowledge of Clari, Outreach, Zoominfo
We'll be super impressed if you have experience in any of these:
- AI implementation for GTM teams
Work Hours: - This position will require you to be available during core business hours.
- Due to the global scope of this role, core business hours may extend to Europe and Asia friendly time-zones for some engagements.
- There may also be some level of additional off-hours on-call support, as needed
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.
Salary: The estimated salary range for this position is $132,060.00 to $158,472.00.
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 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.
