CloudFlare
Senior Territory Account Executive (Bay Area/Seattle/Los Angeles)
CloudFlare, Jackson, Mississippi, United States
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 value curiosity, empathy, and continual learning, and we are committed to diversity and inclusion. Available Locations: Seattle, WA or PacNW (backup locations of San Francisco and Los Angeles, CA).
About the Department
Accounts, partnerships, and technical roles work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team helps customers solve real technical problems while generating revenue to support free services for our community.
About this Role
This role within the mid-market segment focuses on both new Territory account acquisition and expansion of existing customer accounts. You will work a set of accounts in defined territory sub-segments. The ideal candidate will have both a sales and technical background to engage with technical professionals and senior executives 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, customer expansion (upsell and cross-sell Cloudflare solutions), and renewals within your territory.
Engage in account mapping sessions with partners and train 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 align with Cloudflare’s portfolio to identify new opportunities.
Craft and communicate compelling value propositions for Cloudflare services and drive awareness through regular outbound campaigns on product and feature roadmap updates.
Forecast commercial outcomes by maintaining 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 with your accounts to identify and engage new divisional buyers.
Position Cloudflare’s platform, including Cloudflare One and Connectivity Cloud, to realize full potential in each customer.
Collaborate with cross-functional teams to share customer feedback and insights to improve the customer experience and inform future investments.
Requirements
5+ years of direct B2B selling experience
Strong interpersonal communication (verbal and written) and organizational skills
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 or strong familiarity with the regional partner ecosystem
Understanding of cloud infrastructure and cloud security
Experience in a startup 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.
California (excluding Bay Area): Estimated annual salary of $235,000 - $287,000
Bay Area: Estimated annual salary of $248,000 - $303,000
Washington: Estimated annual salary of $235,000 - $287,000
This role is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan. The 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 to support employees and families. Benefits include health coverage, retirement savings, time off, and various programs. Benefits may vary by location.
What makes Cloudflare special?
We’re a highly ambitious technology company with a soul, focused on protecting the free and open Internet and making it safer and faster.
We’re excited to hear from you!
Apply for this job
This position may require access to information protected under U.S. export control laws. Offers may be conditioned on authorization to receive software or technology controlled under export laws.
Equal Employment Opportunity
Cloudflare is an equal opportunity employer. We value diversity and inclusion and consider all qualified applicants for employment without regard to race, religion, sex, gender, gender identity, sexual orientation, national origin, disability, or any other protected status. We provide reasonable accommodations to qualified individuals with disabilities. If you require an accommodation to apply, please contact us at hr@cloudflare.com.
#J-18808-Ljbffr
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 value curiosity, empathy, and continual learning, and we are committed to diversity and inclusion. Available Locations: Seattle, WA or PacNW (backup locations of San Francisco and Los Angeles, CA).
About the Department
Accounts, partnerships, and technical roles work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team helps customers solve real technical problems while generating revenue to support free services for our community.
About this Role
This role within the mid-market segment focuses on both new Territory account acquisition and expansion of existing customer accounts. You will work a set of accounts in defined territory sub-segments. The ideal candidate will have both a sales and technical background to engage with technical professionals and senior executives 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, customer expansion (upsell and cross-sell Cloudflare solutions), and renewals within your territory.
Engage in account mapping sessions with partners and train 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 align with Cloudflare’s portfolio to identify new opportunities.
Craft and communicate compelling value propositions for Cloudflare services and drive awareness through regular outbound campaigns on product and feature roadmap updates.
Forecast commercial outcomes by maintaining 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 with your accounts to identify and engage new divisional buyers.
Position Cloudflare’s platform, including Cloudflare One and Connectivity Cloud, to realize full potential in each customer.
Collaborate with cross-functional teams to share customer feedback and insights to improve the customer experience and inform future investments.
Requirements
5+ years of direct B2B selling experience
Strong interpersonal communication (verbal and written) and organizational skills
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 or strong familiarity with the regional partner ecosystem
Understanding of cloud infrastructure and cloud security
Experience in a startup 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.
California (excluding Bay Area): Estimated annual salary of $235,000 - $287,000
Bay Area: Estimated annual salary of $248,000 - $303,000
Washington: Estimated annual salary of $235,000 - $287,000
This role is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan. The 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 to support employees and families. Benefits include health coverage, retirement savings, time off, and various programs. Benefits may vary by location.
What makes Cloudflare special?
We’re a highly ambitious technology company with a soul, focused on protecting the free and open Internet and making it safer and faster.
We’re excited to hear from you!
Apply for this job
This position may require access to information protected under U.S. export control laws. Offers may be conditioned on authorization to receive software or technology controlled under export laws.
Equal Employment Opportunity
Cloudflare is an equal opportunity employer. We value diversity and inclusion and consider all qualified applicants for employment without regard to race, religion, sex, gender, gender identity, sexual orientation, national origin, disability, or any other protected status. We provide reasonable accommodations to qualified individuals with disabilities. If you require an accommodation to apply, please contact us at hr@cloudflare.com.
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