Senior SaaS Account Executive - Startups (SoCal)

Webhosting; Los Angeles (CA); Hybrid; USD 234,000 - 321,000; Full time

Benefits offered by this job

Equity plan

Job summary

Cloudflare in Los Angeles, CA seeks a Senior Account Executive for startups within the SoCal region. You will own territory plans, drive new logos, expand existing accounts, and manage complex six‑figure deal cycles.

The role emphasizes a technical sales approach, cross‑functional collaboration, and consistent pipeline development to accelerate Cloudflare adoption among high‑growth startups in North America. Travel up to 25% is required.

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
• 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

C-suite engagement

$1M+ deals

Multithreading

Tech skills (SFDC, Tableau, G-Suite,MS

Tools

SFDC

Tableau

G‑suite

MS Office

Job description

Cloudflare in Los Angeles, CA seeks a Senior Account Executive for startups within the SoCal region. You will own territory plans, drive new logos, expand existing accounts, and manage complex six‑figure deal cycles.

The role emphasizes a technical sales approach, cross‑functional collaboration, and consistent pipeline development to accelerate Cloudflare adoption among high‑growth startups in North America. Travel up to 25% is required.