Senior Digital Native Named Account Executive (SF)

Cloudflare; United States; Presencial; USD 284.000 - 347.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Health insurance

401(k)

Employee stock participation

Flexible PTO

Descripción de la vacante

United States Digital Space LLC is seeking an accomplished Sales Executive to drive B2B SaaS revenue with Tier-1 accounts in North America. You will blend technical acumen with strategic selling to engage executives and close multi-year deals.

The role requires 5+ years of B2B SaaS experience, strong discovery skills, and a track record of exceeding $1M annual targets. Bay Area on-site role with comprehensive benefits and equity opportunities.

Formación

• 5+ years of B2B SaaS sales experience.
• Strong B2B discovery skills and ability to tailor client narratives.
• Experience engaging C-suite and navigating complex multi-thread deals.
• Track record of beating annual targets of $1M+.
• Bachelor's degree required; software and systems proficiency.

Responsabilidades

• Develop and execute territory plans to exceed quarterly targets.
• Manage three sales motions: new business, expansion, and renewal.
• Build and maintain a robust pipeline across AE/BDR/Channel/Inbound.
• Leverage technical understanding to drive consultative sales.
• Forecast accurately and lead contract negotiations.
• Foster long-term relationships with key accounts for retention and expansion.
• Collaborate with cross-functional teams to align on customer feedback.

Conocimientos

B2B SaaS sales

Discovery skills

C-suite engagement

Bachelor's degree

Sales tools: SFDC/Tableau

Educación

Bachelor's degree

Herramientas

SFDC (Salesforce)

Tableau

G Suite

MS Office

Descripción del empleo

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: San Francisco Bay AreaAbout the Department

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.

About this Role

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.

Key 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.

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.

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $284,000 - $347,000.

This role is eligible to earn incentive compensation under the company’s Sales Compensation Plan. The estimated annual salary range includes the on‑target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in the company’s equity plan.

Benefits

the company offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance

• Dental Insurance

• Vision Insurance

• Flexible Spending Accounts

• Commuter Spending Accounts

• Fertility & Family Forming Benefits

• On-demand mental health support and Employee Assistance Program

• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance

• Life & Accident Insurance

• 401(k) Retirement Savings Plan

• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave

• Leave programs, including parental, pregnancy health, medical, and bereavement leave

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