Josh Suzuki

Mid-Market Account Executive at Fastly with a track record of expansion and retention. Previously helped build sales and operations from the ground up at ASMI Video Monetization. Focused on mapping technical solutions to business outcomes and running structured, multi-stakeholder deal cycles.

Fastly — Mid-Market Account Executive

2021 – Present

• Own $4.2M+ ARR book across Media & SaaS accounts; achieved 192% average new bookings attainment and 147% Net Revenue Retention through structured expansion.
• Lead complex, multi-stakeholder sales cycles by mapping technical architecture to business outcomes — translating CDN, WAF, and Edge Compute into performance gains, security risk reduction, and cost optimization.
• Build quantified business cases comparing Fastly to competitors (latency, origin offload, security posture) to justify six-figure platform migrations.
• Apply MEDDPICC rigor across Engineering, DevOps, Security, Finance, Legal, Procurement, and C-suite; align technical validation with economic buyers and budget cycles.
• Contributed to sales enablement by documenting technical objection handling and enterprise deal best practices.
• Build bottom-up TAM models and vertical opportunity analyses that influenced roadmap prioritization and Fastly’s positioning in edge security and compute.
• Mentor new AEs and SDRs on analytical selling and complex deal execution.

ASMI Video Monetization — Sales & Operations

Palo Alto, CA · January 2020 – June 2021

• Joined as employee #3; built foundational sales, forecasting, and operational systems in a zero-to-one environment.
• Created multi-year revenue forecasting models and financial projections in Excel for pricing strategy, pipeline targets, and investor reporting.
• Led JIRA implementation across Product and Engineering for sprint planning, customer feedback loops, and workflow reporting; reduced internal meeting volume by 80% and improved cross-functional velocity.
• Designed KPI dashboards in Tableau to track revenue, customer growth, and sales efficiency.
• Built outbound motion from scratch with 15+ targeted sequences across AI, OTT, AVOD, FMCG, and e-commerce verticals; contributed to 230% customer growth in six months.
• Hired and managed interns to scale early sales development.

University of Southern California

B.S. in Business Administration · Transferred from University of San Diego, Spring 2018

• Dean’s List, Spring 2019 – Spring 2021
• Memberships: Troylabs, Trojan Investing Society, USC Rugby Team, Zeta Beta Tau Fraternity
• University of San Diego, 2017–2018: Division I FCS Football

Professional: Salesforce, AWS (Foundational), Cursor, Claude, MEDDPICC, JIRA, Tableau, JavaScript, Python

Interests: Architecture, Bay Area sports, golf, AI, cooking

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