Programs · Case study · Fastly, 2024–26
Sales Engineer ramp, from six months to two
I rebuilt Sales Engineer onboarding at Fastly into a competency-based system, and new SEs went from six months to ramp to two.
- 6 → 2 moSales Engineer ramp
- 5technical certifications launched
- 150+sellers and SEs
- 3regions: North America, EMEA, APAC
The situation
- I owned global enablement strategy for Sales, Solutions Engineering, and Customer teams across North America, EMEA, and APAC: 150+ sellers and SEs and 10,000+ customer professionals.
- A new Sales Engineer took six months to ramp.
What I built
- A competency-based SE onboarding system, with milestone progression and skills assessment.
- Methodology built in: Command of the Message and MEDDPICC.
- Five technical certification programs: Bot Management, DDoS, WAF, CDN, and Edge Compute.
- Technical video for onboarding, including the six videos on the Samples page.
How it was measured
- I embedded enablement metrics in Salesforce, to connect certification and field readiness to pipeline.
- I reported them to the CRO’s staff.
What changed
- Sales Engineer ramp fell from six months to two.
- The certification programs contributed to a 60% reduction in deal cycle.
My part
I led it: I owned the enablement strategy, rebuilt SE onboarding, and launched the certifications, with a team of two.