Digital Natives Account Executive

Cloudflare•San Francisco, CA

1d•Remote

About The Position

We are seeking a commercially sharp and technically curious Digital Natives Account Executive to join our Swiss Sales Team, focused on the German-speaking market. In this high-energy, hunter role, your primary mission is new logo acquisition — finding, engaging, and closing net-new digital-native companies across the region who are not yet working with Cloudflare. Your target universe includes fintechs, SaaS platforms, AI-native startups, developer-led scale-ups, and cloud-first businesses: companies that move fast, make infrastructure decisions at the engineering level, and expect their vendors to keep up. The ideal candidate understands how digital-native companies actually buy — bottom-up product adoption, engineering influence, founder-driven decisions, and rapid procurement — and engages as a credible peer in conversations with CTOs, VPs of Engineering, and technical founders. As a Digital Natives Account Executive, you will build pipeline through outbound prospecting, community engagement, and ecosystem presence, convert developer-led adoption into commercial new logo wins, and position Cloudflare as the infrastructure partner of choice for the next generation of technology companies. Critically, you will use AI tools as an active and integral part of how you sell — both because your buyers, who are often building AI products themselves, will notice and respect it, and because winning new logos at pace in this segment requires it. In line with Cloudflare's AI-native culture, you are expected to leverage AI tools daily as a genuine force multiplier across your prospecting, pipeline, and preparation — not as an occasional aid.

Requirements

3–5 years of experience in B2B technology sales, with a consistent track record of meeting or exceeding new logo and quota targets, ideally selling to digital-native, developer-led, startup, or scale-up companies.
Proven hunter mentality in a digital-native or startup context — you know how to find the right companies, get in front of the right people, and close before the window closes. You build your own pipeline and do not wait for inbound.
Strong understanding of how digital-native companies buy — product-led growth, bottom-up adoption, engineering influence, founder decision-making, and fast-moving procurement cycles. You engage as a peer, not a vendor.
Comfort engaging with technical buyers — CTOs, VPs of Engineering, platform leads, and founders — on infrastructure, APIs, developer tooling, cloud architecture, and security. You do not need to write code, but you think like someone who does.
Demonstrated use of AI tools in a sales context — outreach drafting, account research, meeting preparation, pipeline management. This is a genuine requirement; be prepared to discuss specifically which tools you use and how they improve the quality and pace of your new business activity.
Familiarity with AI infrastructure concepts — inference APIs, vector databases, LLM cost management, AI security — and the ability to engage credibly with customers who are building AI-powered products and services.
Proficiency in Salesforce or equivalent CRM; familiarity with AI-powered sales tools (intelligent CRM enrichment, AI writing assistants, automated account research platforms).
Highly self-motivated, entrepreneurial, and technically curious — you are genuinely interested in what your prospects are building and how Cloudflare fits into it.
Strong coaching and knowledge-sharing instincts, with a passion for contributing to the team's collective intelligence and go-to-market effectiveness.
Ability to travel within the DACH region and to industry events as required.
German & English language skills.

Nice To Haves

Experience in the startup or VC ecosystem is a strong advantage — you understand how these companies are funded, how they make decisions, and what they genuinely care about.
Knowledge of Cloudflare's developer platform (Workers, R2, Pages, AI Gateway) or competitive equivalents (Fastly, AWS CloudFront, Akamai, Zscaler) is highly advantageous.

Responsibilities

Drive the identification, pursuit, and closure of net-new digital-native accounts as the primary focus of this role.
Build pipeline through outbound prospecting, community engagement, VC and accelerator networks, partner channels, and product-led adoption signals.
Consistently bring new customers onto the Cloudflare platform and exceed new logo targets each quarter.
Take full ownership of pipeline creation — through direct outreach, active participation in the startup and tech ecosystem, and engagement with founder and developer communities across DACH.
Identify buying signals early and move quickly to engage the right stakeholders at the right moment.
Build credible, trusted relationships with technically sophisticated buyers — CTOs, VPs of Engineering, platform leads, and technical founders.
Engage with genuine fluency on infrastructure, APIs, developer experience, cloud architecture, and security — translating Cloudflare's capabilities into outcomes that matter to people who build things.
Identify accounts where individual or team-level usage of Cloudflare's platform signals a commercial opportunity.
Convert that adoption into formalised new logo wins by engaging the right stakeholders with the right narrative at the right time, before a competitor does.
Position Cloudflare's AI infrastructure capabilities — AI Gateway, Workers AI, Vectorize, and Zero Trust for AI workloads — to prospects building AI-powered products and services.
Understand the real challenges your customers face around securing AI APIs, managing inference at scale, and controlling AI infrastructure costs, and articulate how Cloudflare addresses them in a way that resonates with technical buyers.
Leverage AI tools as a deliberate and consistent part of how you prospect and sell — applying them to target account research, personalised outreach at scale, technical meeting preparation, pipeline management, and follow-up drafting.
Run efficient, full-cycle sales processes across a diverse prospect portfolio with varying deal sizes and cycle lengths.
Qualify rigorously, engage the right stakeholders, apply appropriate urgency, and close new logo deals with confidence — whether the cycle takes two weeks or six months.
Articulate clear, outcome-linked value propositions for Cloudflare's platform, tailored to the specific context and priorities of each prospect.
Lead with the "why," communicating the full picture to both technical and commercial stakeholders at every stage of the sales cycle.
Ensure newly closed customers are set up for success on the Cloudflare platform and positioned for long-term growth.
Identify early expansion signals and hand off cleanly — then focus on the next new logo.
Maintain a healthy, accurate new logo pipeline and deliver reliable, insight-driven forecast calls to sales leadership.
Use AI-powered pipeline intelligence tools to keep your view of the business current, honest, and actionable.
Share field intelligence from the digital-native ecosystem openly with the wider team.
Contribute to Cloudflare's understanding of how this segment builds, buys, and scales — and help the organisation stay relevant and competitive in a fast-moving market.