Senior Sales Play Analyst

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 Vimeo, Pinterest, The New York Times, and GitHub.

We're building a more trustworthy Internet. Come join us.

Posting Open Date: July 21st, 2025

Anticipated Posting Close Date*: September 8th, 2025

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

Sales Plays Analyst

As Fastly continues to grow, we are looking for a strategic and creative thinker to help drive and scale our sales and Go-To-Market (GTM) motions. The Sales Plays Analyst will develop and execute impactful sales programs, playbooks, and initiatives in partnership with Sales Strategy leadership. This role is a key part of our GTM organization and will report directly to our Director, Sales Development.

We’re seeking someone who thrives at the intersection of data, messaging, and execution—someone who can turn complex technical narratives into compelling sales plays, drive alignment across GTM teams, and move quickly to seize opportunities in a dynamic market. If you're excited by performance-driven sales strategy and passionate about driving tangible outcomes, this role is for you.

What You'll Do

• Partner with Sales, Product, Solutions Engineering, Marketing, and Partner teams to build and launch sales plays that drive pipeline, revenue, and retention
• Translate technical differentiators into clear, actionable GTM strategies and messaging aligned to customer challenges and industry use cases
• Design and implement multi-channel campaigns, content, and collateral that accelerate the sales cycle and expand account penetration
• Collaborate with Fastly’s Sales Operations teams to identify patterns and inform data-backed decision-making
• Improve workflows, playbook adoption, and campaign tracking through streamlined processes and tooling
• Support cross-functional initiatives that drive product adoption, reduce churn, and expand Fastly’s footprint with existing customers
• Enable global sales teams through tailored communications, launch planning, and knowledge-sharing of best practices

Who You Are

• 3-5 years of experience in sales strategy, operations, or GTM execution roles—preferably in high-growth SaaS or cloud infrastructure environments
• Strong analytical thinking with a knack for uncovering opportunities from data
• Passionate about digital infrastructure, performance, security, and developer-centric products
• Able to balance strategic planning with tactical execution—comfortable managing multiple projects simultaneously
• Exceptional communication and storytelling skills, with experience crafting campaigns or sales narratives
• Proficient with Salesforce, Outreach, and data visualization tools (e.g. Looker)
• Autonomous and accountable—you drive initiatives from ideation to impact

Work Hours

• This position will require you to be available during core business hours. 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 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 location of Denver, CO.

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 $129,470.00 to $155,364.00.

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 2025, we offer 11 paid local holidays, 11 paid company wellness days.

Why Fastly?

• 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.
• 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.
• 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.
• 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.

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 candidateaccommodations@fastly.com or 501-287-4901.

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