Senior Account Executive, Start-ups (Bay Area)
About The Position
Cloudflare is seeking a Senior Account Executive to join their team, focusing on selling to innovative, high-growth, technologically advanced, and venture-backed companies. This role involves both acquiring new customers and expanding existing accounts within the digital native segment. The ideal candidate will possess a blend of sales and technical expertise to engage effectively with technical professionals and senior executives across Security, Network, Development, and Infrastructure teams. The sales team at Cloudflare aims to solve real technical problems for customers while generating revenue that supports the company's mission to provide free services to millions.
Requirements
- 5+ years of sales experience selling B2B SaaS.
- Strong B2B discovery skills.
- Possess a point of view on industry trends and the ability to customize a client-centric 'why change' narrative.
- Track record of exceeding annual targets of $1M+ and successfully managing complex six-figure deals.
- Experienced 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 (SFDC, Tableau, G-suite, MSFT suite).
- 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 assignments.
- Specialize in three sales motions: new business acquisition, customer expansion (upsell and cross-sell), and renewals within the assigned territory.
- Build a robust sales pipeline through AE-led outbound efforts, Business Development Representatives (BDRs), Channel partners, and Marketing Inbound leads.
- Develop and leverage a deep technical understanding of Cloudflare's solutions to drive a consultative sales approach.
- Craft and communicate compelling value propositions for Cloudflare services.
- Drive awareness of product and feature roadmap updates through regular outbound campaigns.
- Accurately forecast sales, build commercial outcomes by managing a consistent sales process, including driving next-step expectations and contract negotiations.
- Build long-term strategic relationships with key accounts as a trusted advisor to ensure customer adoption, retention, and expansion.
- Regularly evaluate usage trends, articulate Cloudflare's impact, 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, within target customers to realize full potential.
- Operate as an internal liaison with cross-functional teams to share customer feedback and insights, aiming to improve customer experience and drive further investments with Cloudflare.
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
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
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What This Job Offers
Job Type
Full-time
Career Level
Senior
