Senior Sales Process & System Lead

Senior Sales Process & System 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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The 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