Commercial Account Executive (Austin, TX or Raleigh, NC)

Cloudflare•San Francisco, CA

2d•Onsite

About The Position

Cloudflare is hiring a Commercial Account Executive based in Austin, Texas, or Raleigh, North Carolina. The role is part of the sales organization, which works across account executives, channel account managers, business development, solution engineering, customer success, and sales operations to help customers adopt Cloudflare and create revenue that supports its services. Account Executives lead in-depth product discussions and demonstrate value to customers. This position focuses on acquiring new Commercial accounts and expanding existing customer accounts. The ideal candidate combines sales and technical experience to engage customers ranging from technical professionals to senior executives across Security, Network, Development, and Infrastructure teams. The Account Executive owns a territory and is responsible for achieving quarterly sales targets and an annual quota through new-customer acquisition, expansion, and renewals. The role involves building pipeline from outbound, business development, channel, and inbound sources; using technical product knowledge in consultative sales; managing a consistent sales process and contract negotiations; and developing strategic customer relationships that support adoption, retention, and growth. The position also includes evaluating customer usage, presenting business reviews and recommendations, expanding relationships across customer divisions, positioning Cloudflare's platform—including Cloudflare One and the Connectivity Cloud—and sharing customer feedback with internal teams. Cloudflare describes itself as a company working to help build a better Internet. Its global network protects and accelerates Internet applications for customers ranging from individual bloggers and small businesses to Fortune 500 companies. The company emphasizes curiosity, iteration, and using AI tools to solve problems and improve its products and processes. Applicants who reach the offer stage may be asked to attend an in-person interview at a Cloudflare office or hub. The position may require access to technology controlled under U.S. export laws, and an offer may depend on authorization to receive that technology without export-license sponsorship. Cloudflare is an equal opportunity employer and provides reasonable accommodations to qualified applicants with disabilities.

Requirements

At least 3 years of experience selling B2B SaaS.
Strong B2B discovery skills.
A point of view on industry trends and the ability to create a client-centric case for change.
A track record of exceeding annual targets of $1 million or more and successfully managing complex six-figure deals.
Experience engaging C-suite stakeholders and multiple parts of an organization to manage complex sales cycles.
Self-motivated with an entrepreneurial spirit.
Bachelor's degree.
Proficiency with software and systems, including SFDC, Tableau, Google Workspace, and Microsoft Office.
Ability to travel up to 25% of the time.

Responsibilities

Develop, execute, and maintain a territory plan to exceed quarterly sales targets and annual quota.
Drive new-business acquisition, customer expansion through upselling and cross-selling, and customer renewals within the territory.
Build a robust sales pipeline through AE-led outbound, BDR, channel, and marketing inbound sourcing.
Use a deep technical understanding of Cloudflare's solutions to conduct consultative sales discussions.
Craft and communicate compelling value propositions for Cloudflare services.
Drive awareness through regular outbound campaigns about product and feature roadmap updates.
Accurately forecast and build commercial outcomes by following a consistent sales process, setting next-step expectations, and negotiating contracts.
Build long-term strategic relationships with key accounts to support customer adoption, retention, and expansion.
Evaluate usage trends, articulate Cloudflare's impact, and provide strategic recommendations during business reviews.
Network across customer business units and engage multiple stakeholders to identify and reach new divisional buyers.
Position Cloudflare's platform, including Cloudflare One and the Connectivity Cloud, across target customers.
Serve internally as a liaison, sharing customer feedback and insights with cross-functional teams to improve the customer experience and guide further investment.