Senior Account Executive, Startups (Southeast)

Cloudflare•San Francisco, CA

19h

About The Position

Cloudflare is hiring a Senior Account Executive to sell to high-growth, technologically advanced, and venture-backed digital-native companies in North America, with a territory in the Southeast. The role focuses on acquiring prospective accounts and expanding existing customer relationships. The Account Executive works with sales, channel, business development, solutions engineering, customer success, and sales operations teams to help customers adopt Cloudflare and create revenue. The successful candidate will combine sales and technical capabilities to engage technical professionals and senior executives across security, network, development, and infrastructure teams. They will use a consultative sales approach to explain Cloudflare’s value, manage new business, expansion, and renewal motions, and position Cloudflare’s platform, including Cloudflare One and the Connectivity Cloud.

Requirements

At least 5 years of experience selling B2B SaaS.
Strong B2B discovery skills.
Ability to form a point of view on industry trends and tailor a client-centric rationale for change.
Track record of exceeding annual targets of $1 million or more and managing complex six-figure deals.
Experience engaging C-suite executives and stakeholders across an organization to manage complex sales cycles.
Self-motivated and entrepreneurial.
Bachelor’s degree required.
Proficiency with software and systems, including SFDC, Tableau, G-suite, and the Microsoft 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.
Manage new-customer acquisition, customer expansion through upselling and cross-selling, and renewals within the territory.
Build a sales pipeline using AE-led outbound, BDR, channel, and marketing inbound sourcing.
Develop and use technical knowledge of the problems Cloudflare solves to drive consultative sales.
Craft and communicate compelling value propositions for Cloudflare services.
Drive awareness through regular outbound campaigns about product and feature roadmap updates.
Forecast accurately and build commercial outcomes through a consistent sales process, including 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, communicate Cloudflare’s impact, and provide strategic recommendations during business reviews.
Network across business units within accounts and engage additional divisional buyers.
Position Cloudflare’s platform, including Cloudflare One and the Connectivity Cloud, across target customers.
Liaise with cross-functional teams to share customer feedback and insights that can improve customer experience and inform investment.