Cloudflare, Inc.
Senior Named Account Executive, Nashville
Cloudflare, Inc., San Francisco, California, United States, 94199
Overview
At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world\'s largest networks that powers millions of websites and other Internet properties. We protect and accelerate Internet applications without adding hardware or changing code. Cloudflare is recognized for culture and innovation. We hire curious and empathetic individuals who are committed to developing themselves and learning new skills. We strive for a diverse and inclusive team and evaluate candidates on potential and growth—come join us! This is a remote role but the location requirement is that you reside in the Nashville, TN area.
What you'll do
Cloudflare is looking for highly motivated Named Account Executives to help build a GTM with some of the largest companies in North America. This role will manage a focused set of approximately 20–30 accounts with $1B–$25B in annual revenues. The Enterprise Account team will shape and lead Cloudflare's Go To Market. We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our engagement methods will differentiate and delight our customers. The AE will interact with both 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 sales, and strong customer service skills. The AE must lead internal groups to bring their skills to bear to build solutions and grow revenue. The AE should identify business opportunities, develop Enterprise Account Plans, drive cross-functional execution, and close revenue. The role involves engaging in business-level discussions with the C-suite, presenting Cloudflare's vision, negotiating win-win outcomes, and expanding wallet-share within existing customers. The role requires handling multiple accounts with high attention to detail and coordination with customers, partners, and internal resources. An entrepreneurial mindset and proactive initiative are essential. Enterprise Account Team Core Values: Be Successful — plan to hit goals, evaluate progress, and be ready to demonstrate your plan for success. Provide Customers with a Premium Business Experience — solutions, empathy, proactive engagement, and urgent delivery of value. Be Brilliant in the Basics — forecasting, SFDC discipline, pipeline management, account engagement, negotiation, closing, and deep Cloudflare knowledge. Make Bold Decisions — make strategic engagement decisions and seek leadership guidance when needed. Teammate — operate as a team; share knowledge and extend your network.
Additional responsibilities will include:
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/deliverables to position Cloudflare to win.
Develop C-level relationships within accounts to align with customer transformation objectives.
Develop pipeline by maintaining activity, understanding customer goals, and identifying Cloudflare value.
Maintain accurate forecasts and report progress; use MEDDPIC framework in SFDC.
Document progress to closure with jointly owned timelines; understand purchasing processes.
Organize and deliver executive-level presentations, proposals, and commercial terms.
Leverage the Executive Briefing Center to establish sponsorships and support from Cloudflare executives.
Maintain relationships with channel partners to establish joint value propositions.
Participate in team meetings and provide GTM guidance for better account partnership.
Qualifications / Skills
6+ years of experience with proficiency in Cloud Networking and Security Technology.
Demonstrated track record of meeting and exceeding quota.
Expert sales acumen (discovery, positioning, competition management, negotiation, closing, expansion).
Ability to lead a multidisciplinary team over a long account horizon.
Ability to identify key players and translate business issues into solutions.
Strong closing skills and comfort in selling to obtain new or expanded business.
Ability to build meaningful relationships quickly.
Integrity, positive attitude, and strong professional presence.
Ability to engage and influence at all levels and to maintain composure under pressure.
Willingness to act boldly and maintain discipline to execute plans.
A strong will to execute a plan despite challenges.
A passion for sales and a professional demeanor.
Compensation and Equity Compensation may be adjusted depending on work location. For TN based hires: Estimated annual salary (Base/Variable) of $266,000–$320,000. 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 comprehensive benefits package. Benefits vary by location and may differ outside the U.S.
Health & Welfare: Medical/Rx, Dental, Vision, FSA, Commuter, Fertility & Family Forming, mental health support, travel medical insurance.
Financial: Disability, Life/Accident Insurance, 401(k), Employee Stock Program.
Time Off: Flexible paid time off, parental and other leaves.
What Makes Cloudflare Special? We are a high-ambition, large-scale technology company with a soul, dedicated to protecting the free and open Internet.
Projects
— Project Galileo, Athenian Project, and 1.1.1.1 demonstrate our commitment to civil society, government, and a privacy-first Internet.
This position may require access to information protected under U.S. export control laws. Any offer may be conditioned on authorization to receive controlled software or technology without sponsorship.
EEO Statement Cloudflare is proud to be an equal opportunity employer. We are committed to equal employment opportunity for all people and value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. We provide reasonable accommodations to qualified individuals with disabilities. If you require an accommodation, contact hr@cloudflare.com or 101 Townsend St., San Francisco, CA 94107.
#J-18808-Ljbffr
At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world\'s largest networks that powers millions of websites and other Internet properties. We protect and accelerate Internet applications without adding hardware or changing code. Cloudflare is recognized for culture and innovation. We hire curious and empathetic individuals who are committed to developing themselves and learning new skills. We strive for a diverse and inclusive team and evaluate candidates on potential and growth—come join us! This is a remote role but the location requirement is that you reside in the Nashville, TN area.
What you'll do
Cloudflare is looking for highly motivated Named Account Executives to help build a GTM with some of the largest companies in North America. This role will manage a focused set of approximately 20–30 accounts with $1B–$25B in annual revenues. The Enterprise Account team will shape and lead Cloudflare's Go To Market. We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our engagement methods will differentiate and delight our customers. The AE will interact with both 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 sales, and strong customer service skills. The AE must lead internal groups to bring their skills to bear to build solutions and grow revenue. The AE should identify business opportunities, develop Enterprise Account Plans, drive cross-functional execution, and close revenue. The role involves engaging in business-level discussions with the C-suite, presenting Cloudflare's vision, negotiating win-win outcomes, and expanding wallet-share within existing customers. The role requires handling multiple accounts with high attention to detail and coordination with customers, partners, and internal resources. An entrepreneurial mindset and proactive initiative are essential. Enterprise Account Team Core Values: Be Successful — plan to hit goals, evaluate progress, and be ready to demonstrate your plan for success. Provide Customers with a Premium Business Experience — solutions, empathy, proactive engagement, and urgent delivery of value. Be Brilliant in the Basics — forecasting, SFDC discipline, pipeline management, account engagement, negotiation, closing, and deep Cloudflare knowledge. Make Bold Decisions — make strategic engagement decisions and seek leadership guidance when needed. Teammate — operate as a team; share knowledge and extend your network.
Additional responsibilities will include:
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/deliverables to position Cloudflare to win.
Develop C-level relationships within accounts to align with customer transformation objectives.
Develop pipeline by maintaining activity, understanding customer goals, and identifying Cloudflare value.
Maintain accurate forecasts and report progress; use MEDDPIC framework in SFDC.
Document progress to closure with jointly owned timelines; understand purchasing processes.
Organize and deliver executive-level presentations, proposals, and commercial terms.
Leverage the Executive Briefing Center to establish sponsorships and support from Cloudflare executives.
Maintain relationships with channel partners to establish joint value propositions.
Participate in team meetings and provide GTM guidance for better account partnership.
Qualifications / Skills
6+ years of experience with proficiency in Cloud Networking and Security Technology.
Demonstrated track record of meeting and exceeding quota.
Expert sales acumen (discovery, positioning, competition management, negotiation, closing, expansion).
Ability to lead a multidisciplinary team over a long account horizon.
Ability to identify key players and translate business issues into solutions.
Strong closing skills and comfort in selling to obtain new or expanded business.
Ability to build meaningful relationships quickly.
Integrity, positive attitude, and strong professional presence.
Ability to engage and influence at all levels and to maintain composure under pressure.
Willingness to act boldly and maintain discipline to execute plans.
A strong will to execute a plan despite challenges.
A passion for sales and a professional demeanor.
Compensation and Equity Compensation may be adjusted depending on work location. For TN based hires: Estimated annual salary (Base/Variable) of $266,000–$320,000. 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 comprehensive benefits package. Benefits vary by location and may differ outside the U.S.
Health & Welfare: Medical/Rx, Dental, Vision, FSA, Commuter, Fertility & Family Forming, mental health support, travel medical insurance.
Financial: Disability, Life/Accident Insurance, 401(k), Employee Stock Program.
Time Off: Flexible paid time off, parental and other leaves.
What Makes Cloudflare Special? We are a high-ambition, large-scale technology company with a soul, dedicated to protecting the free and open Internet.
Projects
— Project Galileo, Athenian Project, and 1.1.1.1 demonstrate our commitment to civil society, government, and a privacy-first Internet.
This position may require access to information protected under U.S. export control laws. Any offer may be conditioned on authorization to receive controlled software or technology without sponsorship.
EEO Statement Cloudflare is proud to be an equal opportunity employer. We are committed to equal employment opportunity for all people and value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. We provide reasonable accommodations to qualified individuals with disabilities. If you require an accommodation, contact hr@cloudflare.com or 101 Townsend St., San Francisco, CA 94107.
#J-18808-Ljbffr