Overview
At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world’s largest networks powering millions of websites and other Internet properties. We protect and accelerate Internet applications without requiring new hardware, software installation, or code changes. Our network routes web traffic through an intelligent global network that improves performance and reduces spam and attacks. Cloudflare has been recognized by Entrepreneur Magazine and Fast Company.
What you'll do
We’re seeking highly motivated Named Account Executives to help build Cloudflare’s go-to-market strategy with some of the largest companies in North America. This role manages a focused set of approximately 20–30 accounts with annual revenues of $1B–$25B and helps shape Cloudflare’s GTM as part of the Enterprise Account team.
We will leverage the strength of all Cloudflare functions to be a strategic partner in our customers’ digital transformation, delivering Cloudflare products and services and engaging in ways that delight customers.
The AE will interact with C-level clients and senior technical decision makers, using Cloudflare solutions to drive a business partnership focused on joint success. Success requires consultative, solutions-oriented selling, customer service, and high energy. The AE leads internal teams to bring their skills to bear, develops Enterprise Account Plans, drives execution across stakeholders, and closes revenue. The AE should be adept at identifying opportunities, building executive-level account plans, managing forecasts, and negotiating win–win outcomes. The role includes new business acquisition and expansion within existing customers, handling multiple accounts with strong attention to detail and coordination with customers, partners, and internal resources. The AE thrives in an entrepreneurial environment where initiative is valued.
Core Values
- Be Successful – plan for success, track progress, and be ready to demonstrate your plan.
- Provide Customers with a Premium Business Experience – Solutions, empathy, proactiveness, anticipation of needs, company support, creativity, urgency to deliver value.
- Be Brilliant in the Basics – Forecasting, SFDC discipline, pipeline management, account engagement, negotiation, closing, cloud knowledge.
- Make Bold Decisions – Act with speed, seek leadership guidance when needed, avoid top-down account management.
- Teammate – Hold each other accountable and help the team succeed; share knowledge and networks.
Additional responsibilities
- Proactively manage and grow a portfolio of assigned Enterprise-level clients.
- Close new and expansion business monthly, quarterly, and annually, meeting or exceeding quota.
- Manage customer relationships and own deadlines and deliverables to position Cloudflare to win.
- Develop executive-level relationships within accounts to align with customers’ transformative objectives.
- Develop pipeline by maintaining high activity, understanding customer goals, and identifying where Cloudflare adds value.
- Maintain accurate forecasts and report status of opportunities to sales leadership; leverage MEDDPIC framework in SFDC weekly.
- Forecast closures and establish jointly owned timelines with customers; document progress toward required steps to closure.
- Organize and deliver executive presentations, proposals, and commercial terms with customers.
- Leverage the Executive Briefing Center to establish sponsorships and engage Cloudflare executives.
- Build and maintain relationships with channel partners to establish joint value propositions.
- Participate in team meetings and provide GTM guidance on how to better partner with accounts.
Qualifications
- 6+ years of experience with proficiency in cloud networking and security technologies.
- Proven track record of meeting and exceeding quota.
- Ability to lead a multidisciplinary team over a long-term account horizon.
- Ability to identify key players in organizations and possess the ability to convert business issues into solutions.
- Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
- Ability to build meaningful relationships quickly.
- Someone who acts with integrity and honesty in all situations.
- Be able to demonstrate a positive attitude internally and externally.
- Expert at building rapport and owning the room.
- Aggressiveness in execution and planning.
- Ability to take successes and challenges in stride.
- Discipline to work w/o instant gratification.
- Someone who is bold in their actions and never satisfied with complacency.
- A strong will and fortitude to work a plan in the face of challenge.
- A business professional who loves the sales profession.
Compensation
Compensation may be adjusted depending on work location. For Boston, MA-based hires: estimated annual base/variable salary of $266,000–$325,000. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes on-target incentive compensation.
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
- Health & Welfare Benefits: Medical/Rx, Vision, FSA, Commuter, Fertility & Family Benefits, mental health support, travel medical, disability insurance, 401(k), employee stock participation.
- Time Off: Flexible PTO, parental leave, pregnancy health, medical, bereavement leave.
What makes Cloudflare special?
We’re a highly ambitious technology company with a soul. Core to our mission is protecting the free and open Internet.
Social impact programs
Project Galileo, launched in 2014, supports journalists and civil society organizations; Athenian Project to protect government election websites; 1.1.1.1 DNS resolver to improve privacy and security without storing user IPs.
Export control notice
This position may require access to information protected under U.S. export control laws, and offers may be conditioned on authorization for controlled software or technology without sponsorship.
EEO statement
Cloudflare is an equal opportunity employer. All qualified applicants will be considered regardless of protected status. We provide reasonable accommodations to qualified individuals with disabilities. If you require an accommodation to apply, contact
Apply for this job
To apply, please use the Cloudflare Careers portal.
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