Senior Digital Native Named Account Executive (SF)

Cloudflare•San Francisco, CA

5d•Onsite

About The Position

Cloudflare is seeking a Senior Digital Native Named Account Executive to join their team in the San Francisco Bay Area. This role focuses on selling to innovative, high-growth, technologically advanced, and venture-backed companies. The AE will be responsible for both acquiring new Digital Native accounts and expanding existing customer accounts. The ideal candidate will possess a strong sales and technical background, enabling them to engage effectively with technical professionals up to senior executive levels across Security, Network, Development, and Infrastructure teams. This position is part of a collaborative sales department that includes Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations, all working together to help customers adopt Cloudflare and create great Internet-enabled experiences.

Requirements

5+ years sales experience selling B2B SaaS
Strong B2B discovery skills
Candidates have a point of view of industry trends and able to customize a client centric why change narrative
Track record of beating annual targets of $1M+ and successfully managing complex six figure deals
Experienced in multithreading into the C-suite and across an organization to manage a complex sales cycle
Self-motivated; entrepreneurial spirit
Bachelor's degree required
Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
Ability to travel up to 25% of the time.

Responsibilities

Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
Be an expert in three unique sales motions: new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewal within your territory.
Build a robust sales pipeline utilizing the four sourcing funnels: AE led outbound, BDR, Channel, and Marketing Inbound.
Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motion.
Craft and communicate compelling value propositions for Cloudflare services.
Drive awareness through regular outbound campaigns on product and feature roadmap updates.
Accurately forecast, build commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion.
Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and 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