Cloudflare, Inc.
Senior Territory Account Executive (Bay Area/SoCal)
Cloudflare, Inc., San Francisco, California, United States, 94199
About Us
Cloudflare is on a mission to help build a better Internet. The company operates one of the world’s largest networks that powers millions of websites and Internet properties. Cloudflare protects and accelerates Internet applications without requiring hardware, software installation, or changes to code. Properties powered by Cloudflare route web traffic through its global network for improved performance and reduced spam and attacks. Cloudflare has been 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. We seek curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We value diversity and inclusion and believe people do not fit into neat boxes. Come join us!
Available Locations
San Francisco, and Los Angeles CA
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 helps customers solve real, technical problems while creating the revenue streams that support free service for millions in our community.
About this Role
This role within the mid-market segment focuses on both the acquisition of new Territory accounts and 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 Cloudflare solutions), and renewal within the territory. Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies. Develop scalable relationships with target partners to expand the 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 Cloudflare's portfolio solutions to identify new sales opportunities. Craft and communicate compelling value propositions for Cloudflare 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 steps 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 during business reviews. Network across different business units with each account and multi-thread to identify and engage new divisional buyers. Position Cloudflare's platform in target customers, including Cloudflare One and the Connectivity Cloud, to realize 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 investments with Cloudflare.
Requirements
5+ 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, MS Office)
Examples of desirable skills, knowledge and experience
5+ years in Software/SaaS/Security Sales & Channel management Existing relationships and/or familiarity with the partner ecosystem in the region Understanding of cloud infrastructure ecosystem and cloud security 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 level and work location. For California (excluding Bay Area) based hires: Estimated annual salary of $235,000 - $287,000 For Bay Area-based hires: Estimated annual salary of $248,000 - $303,000 This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the plan.
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 may vary for employees 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 Cloudflare Special?
We are a highly ambitious, large-scale technology company with a soul. Protecting the free and open Internet is fundamental to our mission.
Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with tools to defend themselves against censorship, at no cost.
Athenian Project: In 2017, we created the Athenian Project to protect election information and voter registration across local governments, serving more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to provide a faster, more secure, privacy-centric public DNS resolver. We do not store client IP addresses and do not sell data to advertisers.
Sound like something you'd like to be a part of? We’d love to hear from you!
This position may require access to information restricted under U.S. export control laws. Any offer of employment may be conditioned on authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license.
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.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodations to apply, please contact hr@cloudflare.com or mail to 101 Townsend St. San Francisco, CA 94107.
#J-18808-Ljbffr
Cloudflare is on a mission to help build a better Internet. The company operates one of the world’s largest networks that powers millions of websites and Internet properties. Cloudflare protects and accelerates Internet applications without requiring hardware, software installation, or changes to code. Properties powered by Cloudflare route web traffic through its global network for improved performance and reduced spam and attacks. Cloudflare has been 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. We seek curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We value diversity and inclusion and believe people do not fit into neat boxes. Come join us!
Available Locations
San Francisco, and Los Angeles CA
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 helps customers solve real, technical problems while creating the revenue streams that support free service for millions in our community.
About this Role
This role within the mid-market segment focuses on both the acquisition of new Territory accounts and 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 Cloudflare solutions), and renewal within the territory. Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies. Develop scalable relationships with target partners to expand the 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 Cloudflare's portfolio solutions to identify new sales opportunities. Craft and communicate compelling value propositions for Cloudflare 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 steps 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 during business reviews. Network across different business units with each account and multi-thread to identify and engage new divisional buyers. Position Cloudflare's platform in target customers, including Cloudflare One and the Connectivity Cloud, to realize 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 investments with Cloudflare.
Requirements
5+ 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, MS Office)
Examples of desirable skills, knowledge and experience
5+ years in Software/SaaS/Security Sales & Channel management Existing relationships and/or familiarity with the partner ecosystem in the region Understanding of cloud infrastructure ecosystem and cloud security 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 level and work location. For California (excluding Bay Area) based hires: Estimated annual salary of $235,000 - $287,000 For Bay Area-based hires: Estimated annual salary of $248,000 - $303,000 This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the plan.
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 may vary for employees 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 Cloudflare Special?
We are a highly ambitious, large-scale technology company with a soul. Protecting the free and open Internet is fundamental to our mission.
Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with tools to defend themselves against censorship, at no cost.
Athenian Project: In 2017, we created the Athenian Project to protect election information and voter registration across local governments, serving more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to provide a faster, more secure, privacy-centric public DNS resolver. We do not store client IP addresses and do not sell data to advertisers.
Sound like something you'd like to be a part of? We’d love to hear from you!
This position may require access to information restricted under U.S. export control laws. Any offer of employment may be conditioned on authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license.
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.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodations to apply, please contact hr@cloudflare.com or mail to 101 Townsend St. San Francisco, CA 94107.
#J-18808-Ljbffr