Senior Account Executive, Startups (Southeast)

Cloudflare•San Francisco, CA

23h

About The Position

Cloudflare is hiring a Senior Account Executive focused on high-growth, technologically advanced, and venture-backed startup and mid-market accounts in the Southeast territory. The role is available in Charlotte or Raleigh, North Carolina. The Senior Account Executive works with channel, business development, solution engineering, customer success, and sales operations teams to help customers adopt Cloudflare and solve technical problems. The position covers both acquisition of prospective accounts and expansion and renewal of existing customers. The successful candidate will combine sales and technical knowledge to engage technical professionals and senior executives across security, network, development, and infrastructure teams. They will take a consultative approach, communicate Cloudflare’s value, and position its platform, including Cloudflare One and the Connectivity Cloud. The role requires developing a territory plan, building pipeline through multiple sourcing channels, managing a consistent sales process and forecast, and building strategic customer relationships that support adoption, retention, and expansion. The role may require travel up to 25% of the time. The position is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan and participation in the company’s equity plan. The listed salary range applies to specified locations and includes on-target incentive compensation; compensation may vary by level and work location.

Requirements

At least 5 years of experience selling B2B SaaS.
Strong B2B discovery skills.
A point of view on industry trends and the ability to develop a client-centric case for change.
A track record of exceeding annual targets of $1 million or more and managing complex six-figure deals.
Experience multithreading into the C-suite and across organizations to manage complex sales cycles.
Self-motivated, with an entrepreneurial spirit.
Bachelor’s degree required.
Proficiency with software and systems, including SFDC, Tableau, G Suite, and Microsoft Office 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-business acquisition, customer expansion through upselling and cross-selling, and renewals within the territory.
Build a sales pipeline through AE-led outbound, BDR, channel, and marketing inbound sourcing.
Use technical understanding of Cloudflare’s solutions to lead consultative sales engagements.
Craft and communicate compelling value propositions for Cloudflare services.
Drive awareness through regular outbound campaigns about product and feature roadmap updates.
Forecast accurately and achieve 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.
Build relationships across customer business units and engage new divisional buyers through multithreading.
Position Cloudflare’s platform, including Cloudflare One and the Connectivity Cloud, within target customers.
Work as an internal liaison with cross-functional teams, sharing customer feedback and insights to improve customer experience and inform further investments.

Benefits

Medical/Rx insurance
Dental insurance
Vision insurance
Flexible Spending Accounts
Commuter Spending Accounts
Fertility and family-forming benefits
On-demand mental health support and Employee Assistance Program
Global travel medical insurance
Short- and long-term disability insurance
Life and 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
Eligibility to participate in Cloudflare’s equity plan
Eligibility for incentive compensation under Cloudflare’s Sales Compensation Plan