Senior Territory Account Executive- Grand Rapids, MI

Cloudflare•San Francisco, CA

About The Position

The Senior Territory Account Executive works in Cloudflare’s mid-market segment, focusing on acquiring new territory accounts and expanding existing customer accounts. The role manages a defined territory and/or account list and engages customer stakeholders ranging from technical professionals to senior executives across security, network, development, and infrastructure teams. The position works with partners and internal cross-functional teams to help customers adopt Cloudflare solutions and drive revenue.

Requirements

At least 3 years of direct B2B selling experience.
Strong verbal and written interpersonal communication and organizational skills.
Self-motivated, with an entrepreneurial spirit.
Comfort working in a fast-paced, dynamic environment.
Bachelor’s degree.
Demonstrated analytical and quantitative abilities.
Proficiency with software and systems including SFDC, Tableau, G Suite, and Microsoft Office suite.

Nice To Haves

At least 5 years of experience in software, SaaS, or security sales and channel management.
Existing relationships with or strong familiarity with the partner ecosystem in the region covered.
Strongly preferred understanding of cloud infrastructure and cloud security.
Experience working in a startup environment.
Ability to travel up to 25% of the time.
Strongly preferred technical competence.

Responsibilities

Develop and execute a comprehensive account and territory plan to meet quarterly sales and annual revenue targets.
Acquire new customer accounts, expand existing customers through upselling and cross-selling Cloudflare solutions, and drive renewals.
Conduct account-mapping sessions with partners and train new partners on Cloudflare technology and go-to-market strategies.
Develop scalable relationships with target partners to expand the partner ecosystem in the region.
Build a sales pipeline through ongoing engagement with and nurturing of key prospective accounts.
Understand customer use cases and match them with Cloudflare portfolio solutions to identify sales opportunities.
Create and communicate compelling value propositions for Cloudflare services.
Drive awareness through regular outbound campaigns about product and feature roadmap updates.
Forecast commercial outcomes accurately using 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, demonstrate Cloudflare’s impact, and provide strategic recommendations during business reviews.
Build relationships across business units within customer accounts and engage new divisional buyers.
Position Cloudflare’s platform, including Cloudflare One and the Connectivity Cloud, across target customers.
Share customer feedback and insights with cross-functional internal teams to improve customer experience and guide further investment.