Senior Territory Account Executive - SaaS & Security

Cloudflare

Pittsburgh (Allegheny County)

On-site

USD 120,000 - 180,000

Full time

14 days+

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Benefits offered by this job

Health insurance

401(k) Retirement Savings Plan

Employee Stock Participation Plan

Flexible paid time off

Parental, pregnancy health, medical, &

Bereavement leave

Job summary

Cloudflare is seeking an experienced Account Executive to drive mid-market growth in the Pittsburgh area. You will own territory plans, acquire new logos, expand existing accounts, and train partners on Cloudflare technology and GTM strategies.

Your technical background and SaaS sales experience will help you engage executives and drive revenue across Security, Network, and Infrastructure teams. The role emphasizes strategic account planning, cross-functional collaboration, and a data-driven

Qualifications

5+ years of direct B2B selling experience.
Bachelor’s degree required.
Strong interpersonal communication (verbal and written) and organizational skills.
Self-motivated; entrepreneurial spirit.
Comfortable working in a fast paced dynamic environment.
Demonstrated analytical and quantitative abilities.
Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite).
5+ years in Software/SaaS/Security Sales & Channel management.
Existing relationships and/or strong familiarity of the partner ecosystem in the region.
Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
Experience working in a start-up environment.
Ability to travel up to 25% of the time.
Technical competence strongly preferred.

Responsibilities

Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
Developing scalable relationships with target partners, to expand partner ecosystem in a specific region.
Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
Accurately forecast 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.