Senior Business Development Executive

2 weeks ago

San Francisco, California, United States Cloudflare Inc Full time

About Us
At Cloudflare Inc, we are on a mission to help build a better Internet. Our team runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.
We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks.
We were named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare.

Role Overview

This role within the mid-market segment focuses on both the acquisition of prospective customers and the expansion of existing customer accounts. You will work with a set of target accounts in the Digital Natives and/or the Commercial sub-segments. This position targets companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development, and technical infrastructure teams.

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 your territory.
  • 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 in order to identify new sales opportunities.
  • Craft and communicate compelling value propositions for Cloudflare services.
  • Effectively scale the territory with partners.
  • Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
  • As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention, and expansion.

Key Skills:

  • Direct B2B sales experience.
  • Adept at new business acquisition and account management.
  • Experience selling a technical, cloud-based product or service.
  • Working knowledge of the cloud infrastructure and security space.
  • Solid understanding of computer networking and Internet functioning.
  • Keenness for learning technical concepts/terms.
  • Technical background in engineering, computer science, or MIS is advantageous.
  • Strong interpersonal communication skills (both verbal and written) and organizational skills.
  • Self-motivated with an entrepreneurial spirit.
  • Comfortable working in a fast-paced dynamic environment.
  • Willingness to travel frequently to visit customers and prospects.
  • French & English language skills required.

Salary: $80,000 - $120,000 per annum

Benefits:

  • Cloudflare provides reasonable accommodations to qualified individuals with disabilities.
  • Equal employment opportunity for all people and place great value in both diversity and inclusiveness.
  • Opportunity to be part of a highly ambitious, large-scale technology company with a soul.
  • Protection and acceleration of any Internet application online without adding hardware, installing software, or changing a line of code.

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