Senior Account Executive, Start-ups

Overview

About Cloudflare At Cloudflare, we are on a mission to help build a better Internet. We operate one of the world’s largest networks that powers millions of websites and 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 their web traffic routed through our global network, which gets smarter with every request. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

We value curious and empathetic people who seek to develop themselves and learn new skills. We are committed to building a diverse and inclusive team and hire based on potential while supporting our colleagues throughout their time at Cloudflare. We encourage you to join us.

Available Locations : Chicago, IL and Austin, TX

About The Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations — all working together to help customers adopt Cloudflare and create great Internet-enabled experiences. The sales team helps customers solve real, technical problems while creating revenue streams that support free services for millions in our community.

About This Role

Digital Native AEs at Cloudflare sell into the most innovative companies in North America. The role focuses on both the acquisition of prospective Digital Native accounts and the expansion of existing customer accounts. The ideal candidate will have both a sales and technical background to drive customer engagement from technical professionals through to senior executive levels across Security, Network, Development and Infrastructure teams.

Key Responsibilities

• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota.
• Be an expert in three sales motions: new business acquisition, customer expansion, and renewal within your territory.
• Build a robust sales pipeline using AE-led outbound, BDR, Channel, and Marketing Inbound funnels.
• Develop deep technical understanding of Cloudflare solutions to drive a consultative sales motion.
• Craft and communicate compelling value propositions and drive awareness through outbound campaigns on product and feature roadmap updates.
• Accurately forecast and drive commercial outcomes by running a consistent sales process, including next steps and contract negotiations.
• Build long-term strategic relationships with key accounts to ensure adoption, retention, and expansion. Evaluate usage trends and articulate value during business reviews.
• Network across business units within accounts and engage new divisional buyers.
• Position Cloudflare’s platform in target customers, including Cloudflare One and the Connectivity Cloud.
• Collaborate with cross-functional teams to capture customer feedback and improve the customer experience.

Requirements

• 5+ years of B2B SaaS sales experience
• Strong B2B discovery skills
• Ability to articulate industry trends and customize a client-centric why-change narrative
• Track record of beating annual targets of $1M+ and managing complex six-figure deals
• Experience multithreading into the C-suite and navigating complex sales cycles
• Self-motivated with an entrepreneurial spirit
• Bachelor’s degree required
• Software and system skills (SFDC, Tableau, G Suite, MS Office)
• Ability to travel up to 25% of the time

Compensation & Equity

Compensation may be adjusted depending on level and work location. For Illinois (excluding Bay Area) based hires: Estimated annual salary of $225,000 - $275,000. This role is 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 plan. This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a comprehensive package of benefits and programs to support you and your family. Benefits may vary by location. The following describes benefits for employees in the United States.

• Health & Welfare: Medical/Rx, Dental, Vision, 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 for vacation and sick leave, parental and other leave programs

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 diversity and inclusiveness. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, ancestry, citizenship, age, disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Reasonable accommodations are provided to qualified individuals with disabilities. If you require an accommodation to apply, please contact or mail to 101 Townsend St, San Francisco, CA 94107.