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About the Role
The Enterprise AI and Digital Natives segment is Cloudflare's fastest growing and highest visibility market, dedicated to serving the largest organizations in the modern tech economy. This role focuses on acquiring new prospective Digital Native accounts and expanding existing customer accounts within North America, targeting high-growth, technologically advanced companies. The ideal candidate will possess a sales and technical background to engage effectively with technical professionals and senior executives across Security, Network, Development, and Infrastructure teams.
Responsibilities
- Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
- Be an expert in new business acquisition, customer expansion (upsell and cross-sell), and renewals within your territory.
- Build a robust sales pipeline utilizing AE-led outbound, BDR, Channel, and Marketing Inbound sourcing funnels.
- Develop and strategically leverage a deep technical understanding of Cloudflare's solutions to drive a consultative sales motion.
- Craft and communicate compelling value propositions for Cloudflare services and drive awareness through regular outbound campaigns on product and feature roadmap updates.
- Accurately forecast, build commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
- Build long-term strategic relationships with key accounts as a trusted advisor to ensure customer adoption, retention, and expansion.
- Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
- Network across different business units within accounts and multi-thread to identify and engage new divisional buyers.
- Position Cloudflare's platform, including Cloudflare One and the Connectivity Cloud, in target customers to realize full potential.
- Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
Requirements
- 5+ years sales experience selling B2B SaaS
- Strong B2B discovery skills
- Candidates have a point of view of industry trends and able to customize a client centric why change narrative
- Track record of beating annual targets of $1M+ and successfully managing complex six figure deals
- Experienced in multithreading into the C-suite and across an organization to manage a complex sales cycle
- Self-motivated; entrepreneurial spirit
- Ability to travel up to 25% of the time.
- Authorization to receive software or technology controlled under U.S. export control laws without sponsorship for an export license may be required.
Skills
- SFDC
- Tableau
- G-suite
- MSFT suite
Location
- NYC Metro
Work Type
- Onsite
Experience Level
- 5+ years sales experience
Education Level
- Bachelor's degree required
Salary/Compensations
- $269,000 - $360,000 (NYC based hires)
- Eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan
- The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
Benefits
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
About the Company
- Cloudflare is on a mission to help build a better Internet.
- The company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.
- Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code.
- Internet properties powered by Cloudflare have web traffic routed through its intelligent global network, which gets smarter with every request, resulting in significant improvements in performance and a decrease in spam and other attacks.
- Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
- Cloudflare values candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools.
- The company culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement is shared across the team.
- Cloudflare is not just a highly ambitious, large-scale technology company; it's a highly ambitious, large-scale technology company with a soul.
- Fundamental to its mission to help build a better Internet is protecting the free and open Internet.
- Project Galileo: Since 2014, Cloudflare has equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks.
- Athenian Project: In 2017, Cloudflare created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.
- 1.1.1.1: Cloudflare released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver, which is available publicly for everyone to use.
- Cloudflare does not store client IP addresses and will not sell user data to advertisers or use it to target consumers.
Equal Opportunity
- Cloudflare is proud to be an equal opportunity employer.
- We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.
- All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law.
- We are an AA/Veterans/Disabled Employer.
- Cloudflare provides reasonable accommodations to qualified individuals with disabilities.
- Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.
- If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.