CloudFlare
Senior Account Executive, Start-ups (Seattle/Bay Area)
CloudFlare, Seattle, Washington, us, 98127
Senior Account Executive, Start-ups (Seattle/Bay Area)
Hybrid Overview
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. We serve customers from individual bloggers to Fortune 500 companies across North America. We are committed to building a diverse and inclusive team and hiring based on potential and fit with our mission. Available Locations
San Francisco, CA or Seattle, WA About the Department
Sales teams including Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations collaborate to help customers adopt Cloudflare and deliver great Internet-enabled experiences. The team solves real, technical problems while generating revenue to support free service to millions in our community. About this Role
Digital Native AEs sell into innovative North American companies, focusing on high-growth, venture-backed organizations. The role covers both new business acquisition and expansion within existing accounts, engaging technical professionals to senior executives across Security, Network, Development, and Infrastructure teams. The ideal candidate has a sales and technical background to drive engagement across multiple buyer personas. Key Responsibilities
Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota. Master three sales motions: new business acquisition, customer expansion, and renewal within your territory. Build a robust sales pipeline using AE-led outbound, BDR, Channel, and Marketing Inbound. Develop a deep technical understanding of Cloudflare solutions to drive a consultative sales motion. Craft compelling value propositions and drive awareness through outbound campaigns on product and feature roadmaps. Forecast accurately and drive commercial outcomes through a consistent sales process, including next steps and contract negotiations. Build long-term strategic relationships with key accounts to ensure adoption, retention, and expansion; provide value through business reviews. Network across business units and engage multiple divisional buyers within accounts. Position Cloudflare’s platform, including Cloudflare One and Connectivity Cloud, to maximize customer impact. Collaborate with cross-functional teams to relay customer feedback and insights to improve experiences and investments. Requirements
5+ years of B2B SaaS sales experience Strong B2B discovery skills Ability to articulate industry trends and customize a client-centric why-change narrative Track record of beating annual targets of $1M+ and managing complex six-figure deals Experience multi-threading into the C-suite and navigating complex sales cycles Bachelor’s degree required Proficient with software and systems (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. California (excluding Bay Area): Estimated annual salary $235,000 – $287,000 Bay Area: Estimated annual salary $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
Eligible to participate in Cloudflare’s equity plan. Benefits
Cloudflare offers a comprehensive benefits package to support you and your family. Benefits may vary by location. Health & Welfare: Medical/Rx, Vision, FSAs, Commuter benefits, fertility/family forming, mental health support, travel medical insurance, short/long-term disability, 401(k) and Employee Stock Plan Time Off: Flexible PTO, parental and other leave programs What Makes Cloudflare Special?
We are a large-scale technology company with a soul, dedicated to protecting the free and open Internet. Projects like Project Galileo, Athenian Project, and 1.1.1.1 demonstrate our commitment to civil society, public service, and privacy. Apply for this job
This job description describes the current role and requirements and may be subject to changes as Cloudflare grows.
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Hybrid Overview
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. We serve customers from individual bloggers to Fortune 500 companies across North America. We are committed to building a diverse and inclusive team and hiring based on potential and fit with our mission. Available Locations
San Francisco, CA or Seattle, WA About the Department
Sales teams including Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations collaborate to help customers adopt Cloudflare and deliver great Internet-enabled experiences. The team solves real, technical problems while generating revenue to support free service to millions in our community. About this Role
Digital Native AEs sell into innovative North American companies, focusing on high-growth, venture-backed organizations. The role covers both new business acquisition and expansion within existing accounts, engaging technical professionals to senior executives across Security, Network, Development, and Infrastructure teams. The ideal candidate has a sales and technical background to drive engagement across multiple buyer personas. Key Responsibilities
Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota. Master three sales motions: new business acquisition, customer expansion, and renewal within your territory. Build a robust sales pipeline using AE-led outbound, BDR, Channel, and Marketing Inbound. Develop a deep technical understanding of Cloudflare solutions to drive a consultative sales motion. Craft compelling value propositions and drive awareness through outbound campaigns on product and feature roadmaps. Forecast accurately and drive commercial outcomes through a consistent sales process, including next steps and contract negotiations. Build long-term strategic relationships with key accounts to ensure adoption, retention, and expansion; provide value through business reviews. Network across business units and engage multiple divisional buyers within accounts. Position Cloudflare’s platform, including Cloudflare One and Connectivity Cloud, to maximize customer impact. Collaborate with cross-functional teams to relay customer feedback and insights to improve experiences and investments. Requirements
5+ years of B2B SaaS sales experience Strong B2B discovery skills Ability to articulate industry trends and customize a client-centric why-change narrative Track record of beating annual targets of $1M+ and managing complex six-figure deals Experience multi-threading into the C-suite and navigating complex sales cycles Bachelor’s degree required Proficient with software and systems (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. California (excluding Bay Area): Estimated annual salary $235,000 – $287,000 Bay Area: Estimated annual salary $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
Eligible to participate in Cloudflare’s equity plan. Benefits
Cloudflare offers a comprehensive benefits package to support you and your family. Benefits may vary by location. Health & Welfare: Medical/Rx, Vision, FSAs, Commuter benefits, fertility/family forming, mental health support, travel medical insurance, short/long-term disability, 401(k) and Employee Stock Plan Time Off: Flexible PTO, parental and other leave programs What Makes Cloudflare Special?
We are a large-scale technology company with a soul, dedicated to protecting the free and open Internet. Projects like Project Galileo, Athenian Project, and 1.1.1.1 demonstrate our commitment to civil society, public service, and privacy. Apply for this job
This job description describes the current role and requirements and may be subject to changes as Cloudflare grows.
#J-18808-Ljbffr