Senior Territory Account Executive, San Francisco

Cloudflare; United States; Hybrid; USD 244,000 - 336,000; Full time

Benefits offered by this job

Health Insurance

401(k) Retirement Savings Plan

Employee Stock Participation Plan

Job summary

Cloudflare in the United States is seeking an Account Executive for the mid-market segment to acquire new Territory accounts and expand existing ones. You will engage technical professionals through senior executives across Security, Network, Development and Infrastructure teams to articulate the value of Cloudflare’s platform.

The ideal candidate has 3+ years of direct B2B software/SaaS sales, strong communication, entrepreneurial drive, and comfort in a fast-paced environment.

Qualifications

• 3+ years of direct B2B selling experience.
• Strong interpersonal communication (verbal and written).
• Self-motivated; entrepreneurial spirit.
• Comfortable working in a fast paced dynamic environment.
• Bachelor's degree required.
• Demonstrated analytical and quantitative abilities.
• Software and system skills are a must (SFDC, Tableau, G-suite, MS Office).
• 5+ years in Software/SaaS/Security Sales & Channel management.

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 the company 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 the company’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for the company 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 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.

Skills

B2B sales

Communication skills

Self-motivated

Analytical thinking

Travel readiness

SaaS sales

Education

Bachelor's degree

Tools

SFDC

Tableau

G Suite

MS Office

Job description

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 Location: 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

This role within the mid-market segment focuses on both the acquisition of new Territory accounts, as well as the expansion of existing customer accounts. Within the mid-market segment, you will work a set of accounts in the territory sub-segments. 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 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 the company 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 the company’s portfolio solutions in order to identify new sales opportunities.

• Craft and communicate compelling value propositions for the company 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 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:

• 3+ years of direct B2B selling experience

• Strong interpersonal communication (verbal and written) and organizational skills

• Self-motivated; entrepreneurial spirit

• Comfortable working in a fast paced dynamic environment

• Bachelor's degree required

• Demonstrated analytical and quantitative abilities

• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)

Examples of desirable skills, knowledge and experience:

• 5+ years in Software/SaaS/Security Sales & Channel management.

• Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.

• 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.

Compensation

Compensation may be adjusted depending on work location.

For Bay Area-based hires: Estimated annual salary of $244,000 - $336,000

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

The 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