Senior Territory Account Executive (Kansas City)

Cloudflare•Kansas City, MO

About The Position

Cloudflare is seeking an accomplished, strategic Account Executive for its Territory/Field Sales team. The role leads comprehensive sales cycles across assigned enterprise accounts and acquires new customers, driving growth through complex platform sales. The Account Executive engages decision-makers ranging from C-suite executives to technical leaders, and is expected to demonstrate strong sales expertise, technical understanding, accurate forecasting, strategic pipeline management, and consistent quota attainment. The position requires a deep understanding of complex customer IT architectures and the ability to align them with Cloudflare Reference Architectures. The Account Executive serves as a subject matter expert on Cloudflare products and use cases, helps customers advance digital transformation initiatives, and leads cross-functional virtual teams through complex opportunities, negotiations, and closure. They also build executive-level customer relationships, support adoption and expansion, coach colleagues, and contribute to broader team and organizational effectiveness. The position is based in Kansas City, Missouri, and requires travel as needed to engage with key customers and internal teams. It is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan and participation in the company’s equity plan. Compensation may vary by work location. Benefits for U.S. employees include health and welfare coverage, financial benefits, and paid time off and leave programs.

Requirements

At least 6 years of advanced experience selling complex technology solutions in a B2B enterprise model, with a record of consistently exceeding multi-million-dollar quotas.
Deep expertise in Cloud Networking, Security, and Edge Computing, and the ability to explain product features, benefits, and use cases to diverse customer segments.
Ability to understand complex customer IT architectures and map them to Cloudflare Reference Architectures for platform sales.
Demonstrated ability to lead and influence virtual cross-functional teams, including Solution Engineers, Product Managers, and Legal, to close complex deals.
Exceptional strategic communication and presentation skills for executive leaders and technical decision-makers.
Advanced negotiation skills and a record of closing large, complex six-figure and multi-million-dollar deals.
Expert sales skills in discovery, positioning, competitive selling, negotiation, closing, and enterprise-account expansion.
Knowledge of digital transformation trends and their effect on enterprise customers, with the ability to position Cloudflare as an enabler of business outcomes.
Strong coaching and mentorship abilities.
Self-motivated, entrepreneurial, and resilient, with the ability to thrive in a fast-paced, high-growth environment and focus on long-term goals.
Proficiency with advanced sales and business intelligence platforms, such as Salesforce, Tableau, G-suite, and MSFT suite, and application of the MEDDPICC framework.
Bachelor’s degree required.
Ability to travel as required to engage with key customers and internal teams.

Nice To Haves

A technical background, such as engineering, computer science, or MIS.

Responsibilities

Develop and execute advanced territory and account plans to exceed multi-million-dollar sales targets and annual quotas, emphasizing new business acquisition and expansion within complex enterprise environments.
Proactively manage the sales pipeline, understand sales cycles and customer buying processes, and deliver accurate forecasts with clear insights and strategic guidance for sales leadership.
Understand customers’ IT architectures, including applications and third-party technologies, and align Cloudflare Reference Architectures to customer environments to develop platform solutions.
Lead multiple complex customer engagements across organizational business units, connect disparate needs to strengthen platform sales, and influence technical C-level-minus-one executives.
Set direction and lead virtual teams of in-region specialists, Product Managers, Deal Desk, and Legal to manage and close complex opportunities; address stakeholder needs and escalate issues as appropriate.
Advise customers on digital transformation drivers and market trends, positioning Cloudflare as an enabler of strategic initiatives.
Communicate strategic value propositions that link Cloudflare services to customer business outcomes and objectives, explaining the rationale and broader context to stakeholders.
Lead complex contract negotiations and create win-win outcomes; close new business and expansion opportunities.
Build executive-level strategic relationships that support customer adoption, retention, and expansion.
Give constructive feedback and coach colleagues to improve communication, learn from mistakes, and enhance work quality; share learnings across the organization.
Consider the long-term needs of the team and business, share company-wide learnings, improve team execution, and contribute leadership and diverse perspectives.

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 for incentive compensation under the Sales Compensation Plan
Eligibility to participate in the equity plan