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 Director, Sales Strategy & Operations will be part of Fastly’s Global Sales Operations team, responsible for building out and managing the India-based Sales Operations teams in Pune, India. This role will be a key contributor to the Sales Strategy & Operations team, reporting to the Sr. Director, Global Sales Strategy & Operations, based out of the U.S.

This role will be responsible for building out our India-based Sales Operations team including: Sales Analytics, Process Analysis, and Tier 1 Sales Support to start. They will be responsible for managing the day-to-day activities of the India-based team, while also managing key projects of their own.

This role will also engage with cross-functional teams across Global Sales Operations and Client Services Operations, as well as our partners in IT Business Systems and Data teams, to ensure the India-based team delivers against expected support-levels and outcomes for the various roles within the team.

The perfect candidate for this role will have a solid understanding of Sales as a business function, with a minimum 8 years experience in Sales operations in high-tech or SaaS based companies. They will also have prior management experience, specifically in Sales Operations, as well as experience in building out India-based teams as part of a U.S. based organization.

What You'll Do:

Responsible for hiring and building out Sales Operations team in Pune, India, partnering closely with Global Sales Strategy & Operations leadership team
Define mid- to long-term strategy for the Sales Operations Center of Excellence in India
Manage day-to-day activities of the India-based Sales Operations team
Responsible for also managing projects and tasks at their individual level including:
- Define and manage the GTM data and dashboard intake process
- Identify and manage areas for process optimization and documentation, by applying process frameworks and best practices, working closely with Sales Operations and Business Systems teams
- Support Tier 1 sales support related projects and documentation, in alignment with Manager, Sales Support & Systems who manages the Tier 1 sales support team.

What We're Looking For:

8+ years of Sales operations experience, preferably in High-Tech or Saas based companies.
5+ years specifically in a sales operations leadership role, with experience building out India-based teams
Proven ability to define strategy, execute global projects, and lead cross-functional teams
Strong ability to engage effectively across all levels of a large global organization, including presenting complex information in a clear and concise manner
Excellent analytical, reporting, and business intelligence skills with ability to deliver executive-ready presentations of their findings
Experience defining and building prioritization frameworks related to agentic-prompts to automate GTM workflows
Working knowledge of end-to-end sales process from Lead to Cash
Working knowledge of dashboard tools like Looker, Tableau, PowerBI, and sales tech stack including Salesforce, Clari, ZoomInfo, Outreach.

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

Applying AI and automation to improve sales process, system and data analytics workflows and deliverables
Process methodologies such as Six Sigma, Lean
Knowledgeable in statistical programming languages such as Python or R

Work Hours:

This position will require you to work during scheduled hours from 2 pm - 11 pm (IST)
Due to the global scope of this role, core business hours may extend to US, Europe and APJ friendly time-zones for some engagements

Work Location(s) & Travel Requirements:

This position is based out of our Pune, India office.

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

Salary:

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 designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.

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 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.

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

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Director, Sales Strategy & Operations

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