Senior Account Executive, Startups (Southeast)

Cloudflare; East Portal Distributed Camping Area (CO); On-site; USD 110,000 - 170,000; Full time

Job summary

Cloudflare is seeking an Account Executive to drive net-new SaaS business with North American customers, partnering with technical teams to map needs to solutions.

You will own the full sales cycle from outbound to renewal, collaborating with cross-functional teams, and developing multi-threaded relationships across the C-suite to demonstrate value and secure long-term partnerships.

Qualifications

• 5+ years of sales experience selling B2B SaaS.
• Strong B2B discovery skills.
• Ability to articulate industry trends and customize a client-centric why change narrative.
• Track record of beating annual targets of $1M+ and 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: SFDC, Tableau, G-suite, MS Office.
• Ability to travel up to 25%.

Responsibilities

• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignments.
• Be an expert in three unique sales motions: new business acquisition, customer expansion, and renewal within your territory.
• Build a robust sales pipeline utilizing multiple sourcing funnels.
• Develop and leverage deep technical understanding to drive a consultative sales motion.
• Craft and communicate compelling value propositions and drive outbound campaigns.
• Forecast accurately and drive commercial outcomes through a structured sales process.
• Build long-term strategic relationships with key accounts for adoption, retention and expansion.
• Network across units to identify and engage new divisional buyers.
• Position the platform to realize full potential in target customers.
• Share customer feedback with cross-functional teams to guide investments.

Job description

About Us

At the company, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. the company protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by the company all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. the company was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.

At the company, we're not looking for people who wait for a polished roadmap; we're looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you're the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you'll fit right in.

Available Locations

• Charlotte OR Raleigh NC

About the Role

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt the company and create great Internet-enabled experiences. The sales team at the company helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

Digital Native AEs at the company sell into the most innovative companies in North America. In targeting high-growth, technologically advanced, and venture-backed companies, AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers. This role within the digital native segment focuses on both the acquisition of prospective Digital Native accounts, as well as the expansion of existing customer accounts. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams.

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 the company 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 the company solves in order to drive a consultative sales motion.

• Craft and communicate compelling value propositions for the company 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 the company 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 the company's platform in each of your target customers, including the company 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 the company.

Desirable Skills, Knowledge, and Experience

• 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.

What Makes the company Special?

We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by the company's enterprise customers--at no cost.Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service the company has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the the company Offices or the company Hubs. More details about this will be available at that stage of the interview process.

This position may require access to information protected under U.S. export control laws, includin