Senior Named Account Executive (High Tech, New York Metro)

Cloudflare; New York (NY); On-site; GBP 90,000 - 150,000; Full time

Benefits offered by this job

Competitive pay

Take-what-you-need vacation

Paid maternity & paternity leave

Employee benefits

Commuter program

Wellbeing

Job summary

Cloudflare is seeking an Enterprise AI and Digital Native Sales Executive in the United Kingdom to lead acquisition and expansion of key accounts. You will develop territory plans, drive multi-faceted deals, and demonstrate Cloudflare's value to security, network, and infrastructure stakeholders.

The ideal candidate has 5+ years of B2B SaaS sales, a bachelor’s degree, proven quota attainment of $1M+ annual deals, and strong experience with Salesforce (SFDC), Tableau, and productivity tools.

Qualifications

• 5+ years of B2B SaaS sales experience.
• Track record of beating annual targets of $1M+ and managing six-figure deals.
• Ability to engage across security, network, development and infrastructure teams.
• Experience selling to enterprise-level accounts.
• Self-motivated with entrepreneurial spirit and strong discovery skills.

Responsibilities

• Develop, execute, and maintain territory plans to exceed quarterly targets and annual quota.
• Acquire new Digital Native accounts and expand existing ones.
• Build a robust sales pipeline using AE outbound, BDR, Channel, and Marketing Inbound.
• Communicate compelling value propositions and drive contract negotiations.
• Forecast accurately and manage cross-functional relationships.

Skills

B2B SaaS sales

Enterprise sales

C-suite engagement

Quota attainment

Sales process

Education

Bachelor’s degree

Tools

SFDC

Tableau

G Suite

MS Office

Job description

• The Enterprise AI and Digital Natives segment is Cloudflare’s fastest growing and highest visibility market. This segment is dedicated exclusively to the largest organizations in the modern tech economy including premier SaaS platforms, hyperscale digital marketplaces, and leading AI labs
• This is a deep infrastructure, developer centric play where technical alignment and deep engineering partnerships are our most critical currencies, resulting in Cloudflare’s largest and most complex enterprise agreements
• Digital Native AEs at Cloudflare 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
• 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

Benefits

• Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
• Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
• Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
• Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
• Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members’ commute to work via public transportation without the extra cost burden.
• Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.

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 teamsTrack record of beating annual targets of $1M+ and successfully managing complex six figure dealsCandidates have a point of view of industry trends and able to customize a client centric why change narrativeExperienced in multithreading into the C-suite and across an organization to manage a complex sales cycleSoftware and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)Strong B2B discovery skillsSelf-motivated; entrepreneurial spiritAbility to travel up to 25% of the timeBachelor’s degree required5+ years sales experience selling B2B SaaS