Senior Account Executive, Start-ups (Seattle/Bay Area) Job at Cloudflare in Seat

Senior Account Executive, Start-ups (Seattle/Bay Area)

Base pay range

$235,000.00/yr - $303,000.00/yr

About Us

At Cloudflare, we are on a mission to help build a better Internet. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. We hire the best people based on potential and support them throughout their time at Cloudflare. Available Locations: San Francisco, CA or Seattle, WA.

About The Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help customers adopt Cloudflare and create great Internet-enabled experiences. The sales team helps customers solve real, technical problems while creating revenue streams that support free service to millions in our community.

About This Role

Digital Native AEs sell into the most innovative companies in North America, focusing on high-growth, technologically advanced, and venture-backed companies. The role targets both new business acquisition and expansion within existing accounts. The ideal candidate will have both a sales and technical background to drive engagement from technical professionals through to senior executives across Security, Network, Development, and Infrastructure teams.

Key Responsibilities

• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota.
• Be an expert in three sales motions: new business acquisition, customer expansion, and renewal within your territory.
• Build a robust sales pipeline utilizing AE-led outbound, BDR, Channel, and Marketing Inbound funnels.
• Develop and leverage a deep technical understanding of Cloudflare solutions to drive a consultative sales motion.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through outbound campaigns on product and feature roadmap updates.
• Accurately forecast and drive commercial outcomes through a consistent sales process, including next steps and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts to ensure adoption, retention, and expansion. Evaluate usage trends and articulate value during business reviews.
• Network across business units to identify and engage new divisional buyers.
• Position Cloudflare's platform, including Cloudflare One and the Connectivity Cloud, to realize full potential in each customer.
• Collaborate with cross-functional teams to share customer feedback and insights to improve experience and investments.

Requirements

• 5+ years of sales experience selling B2B SaaS
• Strong B2B discovery skills
• Ability to articulate a client-centric why-change narrative and stay ahead of industry trends
• Track record of beating annual targets of $1M+ and managing complex six-figure deals
• Experience multithreading into the C-suite to manage complex sales cycles
• Self-motivated; entrepreneurial spirit
• Bachelor's degree required
• Software and system skills (SFDC, Tableau, G-suite, MS Office)
• Ability to travel up to 25% of the time

Compensation

Compensation may be adjusted depending on level and work location. For California (excluding Bay Area) based hires: $235,000 - $287,000. For Bay Area-based hires: $248,000 - $303,000. 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

Cloudflare offers a complete package of benefits and programs to support you and your family. Benefits include health, welfare, time off, and other programs. Benefits may vary by location.

What Makes Cloudflare Special?

We’re a large-scale technology company with a soul. We’re committed to protecting the free and open Internet. Projects include Project Galileo, the Athenian Project, and 1.1.1.1, among others. We respect privacy and do not store client IP addresses. This position may require access to information protected under U.S. export control laws.

Cloudflare is proud to be an equal opportunity employer. We are committed to equal employment opportunity for all and value diversity and inclusion. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, or other protected characteristics. We provide reasonable accommodations to qualified individuals with disabilities. If you require an accommodation to apply, please contact hr@cloudflare.com.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development
• Industries: IT Services and IT Consulting, Technology, Information and Internet, and Computer and Network Security