Senior Commercial Account Executive (San Francisco)
About The Position
Cloudflare is hiring a Senior Commercial Account Executive in San Francisco to acquire prospective Commercial accounts and expand existing customer accounts. The role drives in-depth product discussions and communicates and demonstrates value to customers. The ideal candidate brings sales and technical experience and can engage technical professionals and senior executives across Security, Network, Development, and Infrastructure teams. Account Executives work alongside channel, business development, solution engineering, customer success, and sales operations teams to help customers adopt Cloudflare and create revenue. The role requires consultative selling, expertise across new business acquisition, customer expansion, and renewals, and the ability to build trusted customer relationships that support adoption, retention, and growth. The role may require travel up to 25% of the time.
Requirements
- At least 5 years of experience selling B2B SaaS.
- Strong B2B discovery skills.
- Ability to assess industry trends and develop a client-centric narrative for why customers should 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 organizations to manage complex sales cycles.
- Self-motivation and an entrepreneurial spirit.
- Bachelor’s degree.
- Software and systems skills, including SFDC, Tableau, G-suite, and 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.
- Manage new business 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.
- Use in-depth technical understanding of Cloudflare’s solutions to drive a consultative sales motion.
- Craft and communicate compelling value propositions for Cloudflare services.
- Drive awareness through regular outbound campaigns about product and feature roadmap updates.
- Accurately forecast and achieve 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, demonstrate Cloudflare’s impact, and provide strategic recommendations during business reviews.
- Network across customer business units and engage multiple stakeholders to identify new divisional buyers.
- Position Cloudflare’s platform, including Cloudflare One and the Connectivity Cloud, within target customers.
- Serve as an internal liaison with cross-functional teams, sharing customer feedback and insights to improve customer experience and guide investment.
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 to earn incentive compensation under Cloudflare’s Sales Compensation Plan
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What This Job Offers
Job Type
Full-time
Career Level
Senior
