Senior Commercial Account Executive (San Francisco)
About The Position
Cloudflare is hiring a Senior Commercial Account Executive in San Francisco. The role focuses on acquiring new Commercial customers and expanding existing accounts. Senior AEs lead in-depth product discussions and communicate and demonstrate value to customers, drawing on sales and technical expertise to engage technical professionals through senior executives across Security, Network, Development, and Infrastructure teams. The position is part of a sales organization that works across account management, business development, solutions engineering, customer success, and sales operations to help customers adopt Cloudflare and solve technical problems. The role covers three sales motions: new-business acquisition, customer expansion through upselling and cross-selling, and renewals. The AE develops and maintains a territory plan, builds pipeline through outbound, BDR, channel, and marketing sources, runs a consistent sales process, forecasts accurately, and negotiates contracts. The position also involves advising customers on adoption and usage, developing strategic account relationships, identifying buyers across business units, positioning Cloudflare One and the Connectivity Cloud, and sharing customer feedback internally. The role is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan and participation in its equity plan. For Bay Area-based hires, the estimated annual salary is $244,000–$336,000, including on-target incentive compensation. Compensation may vary based on level and work location. Applicants advancing to the offer stage may be asked to attend an in-person interview at a Cloudflare office or hub. The position may require access to information controlled by U.S. export laws, and an offer may depend on authorization to receive that technology without export-license sponsorship.
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 tailor a client-centric case for change.
- 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 robust pipeline through AE-led outbound, BDR, channel, and marketing inbound sourcing.
- Use technical understanding of Cloudflare’s solutions to conduct consultative sales conversations.
- Craft and communicate value propositions for Cloudflare services, and raise awareness through outbound campaigns about product and feature roadmap updates.
- Forecast accurately and drive commercial outcomes through a consistent sales process, clear next-step expectations, and contract negotiations.
- Build long-term strategic customer relationships to support adoption, retention, and expansion.
- Evaluate usage trends, demonstrate Cloudflare’s impact, and provide strategic recommendations during business reviews.
- Network across customers’ business units and engage new divisional buyers through multithreading.
- Position Cloudflare’s platform, including Cloudflare One and the Connectivity Cloud, within target customers.
- Coordinate internally with cross-functional teams, sharing customer feedback and insights to improve customer experience and guide further 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
- Equity plan participation
- Incentive compensation under the Sales Compensation Plan
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What This Job Offers
Job Type
Full-time
Career Level
Senior
