Charles McNamara

Commander
DISC Type : D

Senior Enterprise Account Executive at Fastly

Greater Sydney Area, Australia

Overview

Charles is an accomplished enterprise sales leader specializing in AI-infused SaaS solutions across cybersecurity, cloud, and customer experience platforms. With an MBA from the University of Technology Sydney, he has a history of driving sales for major vendors like Google, Adobe, and IBM. Colleagues describe him as a "relationship-focused" sales director.

A post mentioning "fast cars and fast internet experiences" suggests a passion for high performance and speed, both personally and professionally. He also shows an interest in modern workplace dynamics, commenting on the complexities of post-COVID return-to-office policies for a distributed workforce.

While at Akamai, he personally signed six of the companys major media clients in the Australia and New Zealand region.

Personality Overview

Risk-Taker

Very Quick

Candid & Clear

They put a lot of effort into ensuring personal success.  They do not care very much about building rapport or relationships. They respond better to strong and respectful interactions.

Topics They Care About

AI in SaaS
His experience at both Google (Mandiant) and Fastly involves selling AI-infused SaaS solutions for cybersecurity and edge cloud services.
Edge Cloud Platforms
As a Senior Enterprise Account Executive at Fastly, his focus is on selling edge cloud solutions, including CDN, security, and real-time observability.
Cyber Security Sales
Previously worked as a Principal Security Sales Specialist at Google, selling Mandiant's SaaS solutions and professional services like Incident Response and Red/Blue teaming.

Media Appearances

Charles has no verified media appearances

Work History

1-2025
Senior Enterprise Account Executive at Fastly
1-2022 - 7-2024
Principal Security Sales Specialist at Google
5-2021 - 1-2022
Senior Account Executive at Adobe
4-2017 - 3-2021
Area Sales Manager at Akamai Technologies
2013 - 2017
Principal Account Executive, Media at Akamai Technologies

Education

MBA from University of Technology Sydney
BSc from Macquarie University

More Information

Social Presence :

Prographics :

Exp : 33 Location : Greater Sydney Area, Australia Job Level : Mid-senior Designation : Senior Enterprise Account Executive at Fastly
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Insights For Selling To Charles

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Get to the point quickly instead of spending time doing small talk
  • Speak about competitive differentiation that your product offers

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don't try too hard to forge relationships with them
  • Avoid being a storyteller and don’t try to oversell

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Charles is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Charles

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Charles move?

  • If convinced, they can reach decisions quite fast.
  • Can Charles take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Charles

Personality Compatibility


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