Territory Account Executive - Digital Native Start Ups

Cloudflare; United States; On-site; USD 95,000 - 149,000; Full time

Job summary

Cloudflare in London seeks an Account Executive to drive new business with fast-growing, cloud-native companies across the UK & Ireland, collaborating with founders and senior tech leaders. This outbound, full-cycle role covers account selection through discovery, solution design, proposal, negotiation, and close, requiring technical credibility and cross-team collaboration.

You will engage Engineering, DevOps, Security, Network, IT, and Infrastructure teams to tailor Cloudflare solutions to

Qualifications

• 4+ years B2B new business sales experience with at least 2 years closing.
• Outbound prospecting experience (BDR or full-cycle AE).
• Track record selling to high-growth or VC-backed technology companies.
• Experience selling technical, cloud, SaaS, security, or infrastructure solutions.
• Knowledge of application security is desirable.

Responsibilities

• Execute sales plans to achieve monthly, quarterly, and annual quota targets.
• Build and manage a portfolio of high-potential accounts focused on app security and performance.
• Generate and maintain pipeline through proactive outbounding and account engagement.
• Partner with BDRs and Marketing to drive demand and awareness.
• Research target accounts to understand business models and growth plans.
• Lead discovery to uncover business goals and pain points.
• Use a consultative approach to align Cloudflare solutions to customer outcomes.
• Collaborate with Solution Engineers and Product teams to design tailored solutions.

Skills

B2B sales

Outbound prospecting

Cloud/SaaS sales

Security/infra familiarity

Communication skills

Presentation skills

Tools

Salesforce

Job description

About Us

At Cloudflare, 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. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare 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. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World\'s Most Innovative Companies by Fast Company.

At Cloudflare, 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.

Location: London

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real technical problems while driving the revenue that enables us to provide free services to millions globally.

About this Role

You will be responsible for driving new business with fast-growing, cloud-native, VC-backed technology companies across the UK & Ireland , working closely with founders and senior technical leaders.

This is an outbound, direct sales role requiring strong discipline, resilience, and commercial focus. You will own the full sales cycle - from account selection and prospecting through discovery, solution design, proposal, negotiation, and close.

We are seeking someone who combines strong sales execution with technical credibility, and who is comfortable engaging across Engineering, DevOps, Security, Network, IT, and Infrastructure teams.

Responsibilities

• Execute sales plans to achieve monthly, quarterly, and annual quota targets
• Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on application security and performance
• Generate and maintain pipeline through proactive outbounding and account engagement
• Partner with BDRs and Marketing to drive demand and awareness
• Research target accounts to understand business models, growth plans, and technical priorities
• Lead discovery to uncover business goals, challenges, and pain points
• Use a consultative approach to align Cloudflare solutions to customer outcomes
• Collaborate with Solution Engineers and Product teams to design tailored solutions
• Deliver clear, compelling presentations and proposals
• Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce
• Manage end-to-end sales cycles with jointly owned customer timelines
• Proven ability to leverage ecosystem and channel relationships to influence, originate, and accelerate opportunities in startup and digital native segments

Desirable Skills

• 4+ years B2B new business sales experience with at least 2 years closing
• Outbound prospecting experience (BDR or full-cycle AE)
• Track record selling to high-growth or VC-backed technology companies
• Experience selling technical, cloud, SaaS, security, or infrastructure solutions
• Working knowledge of cloud infrastructure and modern application architectures
• Experience managing both short and complex sales cycles
• Knowledge of application security (WAF, API security, DDoS) highly desirable
• Strong communication and presentation skills
• High ownership, resilience, and adaptability
• A disciplined, driven sales professional with high integrity and energy

What Makes Cloudflare 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 used by Cloudflare\'s enterprise customers--at no cost.

Athenian Project : In 2017, we