Senior Account Executive, Startups

Jobtailor; San Francisco (CA); On-site; USD 150,000 - 250,000; Full time

Job summary

Cloudflare is seeking a results-driven B2B SaaS sales professional in San Francisco to own a territory, exceed quarterly targets, and drive revenue across new logos, expansions, and renewals.

You will build a robust pipeline via AE outbound, BDR, channel, and inbound sources while developing deep technical knowledge to support a consultative selling motion. Travel up to 25% is expected.

Qualifications

• 5+ years of B2B SaaS sales experience.
• Proven track record of beating targets and closing six-figure deals.
• Experience selling to C-suite and across organizations.
• Strong discovery and consultative selling skills.
• Ability to travel up to 25%.

Responsibilities

• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
• Be an expert in three unique sales motions: new business acquisition, customer expansion, and renewal within your territory.
• Build a robust sales pipeline utilizing AE outbound, BDR, Channel, and Marketing Inbound.
• Develop deep technical understanding of Cloudflare solutions to drive a consultative sales motion.
• Craft and communicate compelling value propositions for Cloudflare services and drive awareness through outbound campaigns.
• Accurately forecast, build commercial outcomes by running a consistent sales process and negotiations.
• Act as trusted advisor, build long-term strategic relationships with key accounts for adoption, retention and expansion.
• Network across business units and multi-thread to engage new divisional buyers.
• Position Cloudflare’s platform to realize full potential in each customer.
• Liaise with cross-functional teams to share customer feedback and insights.

Skills

B2B SaaS sales

Territory planning

C-suite engagement

Forecasting & pipeline

Multi-threaded accounts

Travel 25%

Discovery skills

Negotiation

Education

Bachelor's degree

Tools

SFDC

Tableau

G Suite

Microsoft Office

Job description

Responsibilities

• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
• Be an expert in three unique sales motions; new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline utilizing the four sourcing funnels: AE led outbound, BDR, Channel, and Marketing Inbound.
• Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motion.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast, build commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Requirements

• 5+ years sales experience selling B2B SaaS
• Strong B2B discovery skills
• Candidates have a point of view of industry trends and able to customize a client centric why change narrative
• Track record of beating annual targets of $1M+ and successfully managing complex six figure deals
• Experienced in multithreading into the C-suite and across an organization to manage a complex sales cycle
• Self-motivated; entrepreneurial spirit
• Bachelor's degree required
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
• Ability to travel up to 25% of the time.