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About the Role
Senior Account Executives are responsible for driving in-depth product discussions, communicating value quickly to customers, and acquiring prospective Commercial accounts while expanding existing customer accounts. This role requires a blend of sales and technical expertise to engage effectively with technical professionals and senior executives across Security, Network, Development, and Infrastructure teams.
Responsibilities
- Develop, execute, and maintain a 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 sourcing funnels.
- Leverage deep technical understanding of Cloudflare solutions to drive a consultative sales motion.
- Craft and communicate compelling value propositions for Cloudflare services and drive awareness through product/feature roadmap updates.
- Accurately forecast, build commercial outcomes, and manage the sales process including negotiations.
- Build long-term strategic relationships with key accounts to ensure customer adoption, retention, and expansion.
- Evaluate usage trends, articulate value, and provide strategic recommendations during business reviews.
- Network across business units within accounts to identify and engage new divisional buyers.
- Position Cloudflare's platform, including Cloudflare One and the Connectivity Cloud, within target customers.
- Act 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.
- Possess a point of view on industry trends and ability to customize a client-centric 'why change' narrative.
- Track record of exceeding annual targets of $1M+ and 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.
- Bachelor's degree required.
- Proficiency in software and systems including SFDC, Tableau, G-suite, and MSFT suite.
- Ability to travel up to 25% of the time.
Skills
- B2B SaaS Sales
- Sales Pipeline Management
- Consultative Selling
- Value Proposition Communication
- Forecasting
- Relationship Building
- Technical Understanding
- SFDC
- Tableau
- G-suite
- MSFT suite
Location
- San Francisco
Work Type
- Onsite
Experience Level
- Senior
Education Level
- Bachelor's degree
Salary/Compensations
- $244,000 - $336,000 (Bay Area-based hires, includes on-target incentive compensation)
Benefits
- Health & Welfare Benefits (Medical/Rx, Dental, Vision, FSAs, Commuter Spending Accounts, Fertility & Family Forming Benefits, On-demand mental health support, EAP, 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, 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 requiring hardware or software changes.
- Cloudflare's network gets smarter with every request, improving performance and reducing attacks.
- Recognized by Entrepreneur Magazine's Top Company Cultures and Fast Company's World's Most Innovative Companies.
- Values builders who identify and solve problems using the latest tools, with a culture of iteration and leveraging AI.
- Focuses on curiosity over bureaucracy and views AI as a partner in solving problems.
- The sales team collaborates to help customers adopt Cloudflare, create Internet-enabled experiences, and solve technical problems while generating revenue.
- Cloudflare is committed to protecting the free and open Internet through initiatives like Project Galileo, the Athenian Project, and the 1.1.1.1 DNS resolver.
Equal Opportunity
- Cloudflare is an equal opportunity employer committed to 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.
- Cloudflare is an AA/Veterans/Disabled Employer.
- Provides reasonable accommodations to qualified individuals with disabilities during the application process.