Senior AI & Digital Native Enterprise AE

Cloudflare; New York (NY); On-site; USD 269,000 - 360,000; Full time

Benefits offered by this job

Medical/Rx Insurance

Dental Insurance

Vision Insurance

401(k) Retirement Savings Plan

Employee Stock Plan

Job summary

Cloudflare’s Enterprise AI and Digital Natives segment role focuses on selling into the largest organizations in North America, including premier SaaS platforms and AI labs. The position emphasizes a deep technical understanding to drive a consultative sales motion and complex enterprise deals.

The role targets Digital Native accounts with both new logos and existing account expansion, requiring a strong sales and technical background to engage across Security, Network, Development and

Qualifications

• 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.

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.

Skills

B2B SaaS sales

Discovery skills

Executive engagement

Forecasting

C-Suite engagement

Self-motivated

Education

Bachelor's degree

Tools

Salesforce

Tableau

G Suite

MS Office

Job description

Cloudflare’s Enterprise AI and Digital Natives segment role focuses on selling into the largest organizations in North America, including premier SaaS platforms and AI labs. The position emphasizes a deep technical understanding to drive a consultative sales motion and complex enterprise deals.

The role targets Digital Native accounts with both new logos and existing account expansion, requiring a strong sales and technical background to engage across Security, Network, Development and