Senior Digital Native Named Account Executive - Seattle

Cloudflare • San Francisco, CA

1d

About The Position

Cloudflare is hiring a Senior Digital Native Named Account Executive to sell to innovative, high-growth, technologically advanced, and venture-backed companies in North America. The role focuses on both acquiring prospective Digital Native accounts and expanding existing customer accounts. The ideal candidate has sales and technical experience and can engage technical professionals through senior executives across Security, Network, Development, and Infrastructure teams.

The Account Executive is responsible for the full sales lifecycle within a territory, including new-customer acquisition, customer expansion, and renewals. The role requires a consultative approach grounded in a strong technical understanding of Cloudflare’s solutions, and the ability to build strategic customer relationships, communicate value, support adoption and retention, and identify expansion opportunities. The position is based in Seattle, Washington, and may require travel up to 25% of the time.

The role is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan and participation in Cloudflare’s equity plan. The stated salary ranges are location-dependent and include on-target incentive compensation: $284,000–$360,000 for Bay Area hires and $269,000–$350,000 for hires in New York City, Washington, Washington D.C., and California excluding the Bay Area.

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 customize a client-centric case for change.
• Track record of exceeding annual targets of $1 million or more and successfully managing complex six-figure deals.
• Experience multithreading into the C-suite and across an organization to manage complex sales cycles.
• Self-motivated with an entrepreneurial spirit.
• Bachelor’s degree.
• Proficiency with software and systems, 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 robust sales pipeline through AE-led outbound, BDR, Channel, and Marketing Inbound sourcing.
• Use a deep technical understanding of Cloudflare’s solutions to conduct consultative sales.
• 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 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, articulate 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, across target customers.
• Coordinate internally with cross-functional teams to share customer feedback and insights that can improve customer experience and inform 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
• Eligibility to participate in Cloudflare’s equity plan
• Eligibility to earn incentive compensation under Cloudflare’s Sales Compensation Plan

What This Job Offers

• Job Type: Full-time
• Career Level: Senior