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About the Role

Digital Native AEs at Cloudflare sell into the most innovative companies in North America. This role focuses on acquiring new Digital Native accounts and expanding existing customer accounts, requiring a blend of sales and technical expertise to engage with technical professionals and senior executives across Security, Network, Development, and Infrastructure teams.

Responsibilities

Develop, execute, and maintain territory plan to exceed quarterly sales targets and annual quota.
Become an expert in new business acquisition, customer expansion (upsell/cross-sell), and renewals within the assigned territory.
Build a robust sales pipeline using AE-led outbound, BDR, Channel, and Marketing Inbound funnels.
Develop and leverage 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 outbound campaigns on product and feature updates.
Accurately forecast, build commercial outcomes, and manage the sales process including negotiations.
Build long-term strategic relationships with key accounts as a trusted advisor to ensure customer adoption, retention, and expansion.
Evaluate usage trends, articulate value, 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.
Operate as an internal liaison with cross-functional teams to share customer feedback and insights.

Requirements

5+ years of sales experience selling B2B SaaS.
Strong B2B discovery skills.
Candidates possess a point of view on industry trends and can customize a client-centric 'why change' narrative.
Track record of exceeding annual targets of $1M+ and successfully managing complex six-figure deals.
Experience in multithreading into the C-suite and across an organization to manage complex sales cycles.
Self-motivated with an entrepreneurial spirit.
Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite).
Ability to travel up to 25% of the time.

Skills

B2B SaaS Sales
B2B Discovery
Sales Pipeline Management
Consultative Sales
Value Proposition Communication
Forecasting
Sales Process Management
Negotiation
Relationship Building
Customer Success
SFDC
Tableau
G-suite
MSFT suite

Location

San Francisco Bay Area

Work Type

Full-time

Experience Level

5+ years sales experience

Education Level

Bachelor's degree required

Salary/Compensations

$284,000 - $347,000 (for Bay Area hires, includes on-target incentive compensation)
Eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.
Eligible to participate in Cloudflare’s equity plan.

Benefits

Health & Welfare 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.
Financial Benefits: Short and Long Term Disability Insurance, Life & Accident Insurance, 401(k) Retirement Savings Plan, Employee Stock Participation Plan.
Time Off: 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, running one of the world's largest networks that powers millions of websites and Internet properties.
The company protects and accelerates online applications without hardware or software changes, routing traffic through an intelligent global network that improves performance and reduces attacks.
Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
The company values builders who identify and solve problems using the latest tools, with a culture built on iteration, leveraging AI, and sharing improvements.
Cloudflare is not just a technology company; it's a company with a soul, fundamental to its mission is protecting the free and open Internet.
Initiatives include Project Galileo (equipping journalism and civil society organizations with tools to defend against attacks), the Athenian Project (providing protection and reliability for state and local governments), and 1.1.1.1 (a faster, more secure, privacy-centric public DNS resolver).

Equal Opportunity

Cloudflare is proud to be an equal opportunity employer, committed to providing equal employment opportunity for all people and valuing diversity and inclusiveness.
All qualified applicants will be considered for employment without regard to 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.