BOSTON TRUST WALDEN COMPANY is hiring: Senior Account Executive, Start-ups (Bay

Position Title

Senior Account Executive, Start-ups (Bay Area)

Overview

At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world’s largest networks powering millions of websites and Internet properties. Cloudflare protects and accelerates Internet applications without requiring hardware, software installation, or code changes. We seek curious and empathetic individuals who are committed to learning and growth and who value diversity and inclusion. We hire based on potential and support employees throughout their time at Cloudflare.

Available Locations

San Francisco, CA

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 generating revenue to support Cloudflare’s free services to millions in our community.

About this Role

Digital Native AEs sell into North America’s most innovative companies. They target high-growth, technologically advanced, and venture-backed companies, driving in-depth product discussions and rapid value demonstrations. This role focuses on acquiring new Digital Native accounts and expanding existing ones. The ideal candidate will have a sales and technical background enabling engagement from technical professionals to senior executives across Security, Network, Development, and Infrastructure teams.

Key Responsibilities

• Develop, execute, and maintain territory plans to exceed quarterly sales targets and annual quota.
• Be an expert in three sales motions: new business acquisition, customer expansion (upsell and cross-sell Cloudflare solutions), and renewal within the territory.
• Build a robust sales pipeline using AE-led outbound, BDR, Channel, and Marketing Inbound.
• Develop a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion.
• Craft and communicate compelling value propositions for Cloudflare services and drive awareness through regular outbound campaigns on product and feature roadmaps.
• 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; analyze usage trends and provide strategic recommendations during business reviews.
• Network across business units with each account and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare’s platform for target customers, including Cloudflare One and the Connectivity Cloud.
• Collaborate internally as a liaison with cross-functional teams to share customer feedback and insights to improve experience and investments.

Requirements

• 5+ years of B2B SaaS sales experience
• Strong B2B discovery skills
• Ability to articulate a client-centric why change narrative with industry insight
• Track record of beating annual targets of $1M+ and managing complex six-figure deals
• Experience multi-threading into the C-suite and across organizations 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%

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 on-target incentive compensation for this role.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete benefits package to support employees and their families. Benefits may vary by location.

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 for 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. Our mission to help build a better Internet includes protecting a free and open Internet.

Project Galileo: Since 2014, we’ve equipped journalism and civil society organizations with tools to defend themselves against attacks, at no cost.

Athenian Project: Since 2017, we have supported state and local governments to protect election information and voter registration, serving hundreds of local government election websites.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet with a faster, more secure, privacy-centric DNS resolver. We do not store client IP addresses and do not sell user data.

Sound like something you’d like to be a part of? We’d love to hear from you.

Export control notice: 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 these laws without sponsorship for an export license.

Equal opportunity employer: Cloudflare is committed to equal employment opportunity for all people. We value diversity and inclusiveness, and all qualified applicants will be considered regardless of race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, or any other protected status. We are an AA/Veterans/Disabled Employer. Reasonable accommodations are available for applicants with disabilities; please contact us if needed.