Senior Named Account Executive, Las Vegas

Cloudflare•Las Vegas, NV

6h•Remote

About The Position

At Cloudflare, the mission is to help build a better Internet by running one of the world’s largest networks, powering millions of websites and Internet properties. The company protects and accelerates Internet applications without adding hardware, installing software, or changing code, leading to improved performance and decreased attacks. Cloudflare values builders who identify and solve "normalized" problems, leveraging AI for faster iteration and shared improvements. The culture emphasizes curiosity over bureaucracy and views AI as a partner in solving tough problems. Cloudflare is seeking highly motivated Named Account Executives to help build a Go-To-Market strategy for some of North America's largest companies. This remote position requires residence in Las Vegas, NV, and involves managing a focused set of 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 products, 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, along with personal energy and focused activity. A critical aspect is the ability to lead an internal group of constituents to build solutions and grow revenue exponentially. The AE must be expert in identifying business opportunities, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue. They should be comfortable engaging in business-level outcome conversations with the C-suite, presenting Cloudflare’s vision, and negotiating win-win scenarios. The AE is accountable for obtaining new business and expanding wallet-share within existing customers, managing multiple accounts with 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.
Able to demonstrate 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.
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 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 require high degrees of attention to detail and coordination 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

Complete package of benefits and programs to support you and your family.
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
Equity plan eligibility