Senior Named Account Executive, Las Vegas

Cloudflare•San Francisco, CA

1d•Remote

About The Position

At Cloudflare, the mission is to help build a better Internet by running one of the world’s largest networks that powers millions of websites and other Internet properties. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code, leading to significant improvement in performance and a decrease in spam and other attacks. The company values builders who spot problems and use AI-native curiosity to create solutions, fostering a culture of iteration and shared improvements. Cloudflare is seeking highly motivated Named Account Executives to help build a Go-To-Market strategy for some of the largest companies in North America. This role involves managing a focused set of approximately 20-30 accounts with annual revenues between $1B and $25B. The Enterprise Account team aims to become a strategic partner to customers in their digital transformation efforts, differentiating through product, services, and engagement methods. The Account Executive will interact with C-level clients and senior technical decision makers, utilizing Cloudflare solutions and resources to drive business partnerships focused on joint success. Success requires consultative, solutions-oriented sales and customer service skills, intense personal energy, and focused activity. A critical factor is the ability to lead an internal group of constituents to build solutions and exponentially grow revenue. The AE must be expert in identifying business opportunities, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue. The Enterprise Account Executive should be comfortable engaging in business-level outcome conversations with the C-suite, presenting Cloudflare’s vision for value creation, and negotiating win-win scenarios. The AE is accountable for obtaining new business and expanding Cloudflare's wallet-share within existing customers, managing multiple accounts with high attention to detail and coordination with customers, partners, and internal resources. The role thrives in an entrepreneurial environment where initiative and enthusiasm are expected.

Requirements

6+ years of experience coupled with proficiency in Cloud Networking and Security Technology with industry awareness.
Demonstrated track record of meeting and exceeding quota.
Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand).
Ability to lead a multidisciplinary team over a long term account horizon.
Able to identify key players in organizations and possess the ability to convert business issues into solutions.
Comfortable selling to obtain new business or expand existing business.
Strong closing skills are essential.
Ability to build meaningful relationships quickly.
Acts with integrity and honesty in all situations.
Demonstrates a positive attitude internally and externally.
Expert at building rapport and owning the room.
Aggressiveness in execution and planning.
Ability to take successes and challenges in stride.
Discipline to work w/o instant gratification.
Bold in actions and never satisfied with complacency.
Strong will and fortitude to work a plan in the face of challenge.
A business professional who loves the sales profession.

Responsibilities

Manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues.
Shape and lead Cloudflare’s Go To Market.
Leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts.
Interact with both C-level clients and senior technical decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers.
Focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue.
Identify business opportunities with customers.
Develop Enterprise Account Plans.
Drive execution across functional stakeholders.
Close revenue.
Engage in business level outcome conversations with the C-suite.
Present Cloudflare’s vision and plan for value creation to all levels.
Negotiate win-win scenarios for all parties.
Obtain new business and expansion of Cloudflare wallet-share within existing customers.
Handle multiple accounts and coordinate with customers, partners, and internal resources.
Proactively manage and grow a portfolio of assigned Enterprise level clients.
Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings.
Leverage MEDDPIC framework in SFDC document weekly progress.
Accountable to reverse closure steps and establish jointly owned timelines with Customers.
Understand the purchasing process fully and be able to document progress against required steps to closure.
Organize and deliver executive level presentations, proposals, commercial terms with Customers.
Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
Participate in team meetings and deliver GTM guidance on how to better partner with accounts.

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