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Senior Account Executive

2 months ago

San Francisco, California, United States Cloudflare Inc Full time
About Us

At Cloudflare, we're on a mission to build a better Internet. Our network powers millions of websites and other Internet properties for customers ranging from individual bloggers to Fortune 500 companies. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code.

We're looking for curious and empathetic individuals who are committed to developing themselves and learning new skills. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare.

About the Department

The Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations teams work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What You'll Do

We're seeking a highly motivated Senior Majors Account Executive to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare.

You'll interact with C-level clients and senior Technical Decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers. Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity.

Key Responsibilities
  • Proactively manage and grow a portfolio of assigned Majors Account level clients.
  • Closing new and expansion business monthly, quarterly, and annually, meeting or exceeding assigned quota.
  • Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
  • Develop C-level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer's transformative objectives.
  • Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings.
  • Accountable to reverse closure steps and establish jointly owned timelines with Customers.
  • Organize and deliver executive-level presentations, proposals, commercial terms with Customers.
  • Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
  • Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
Desirable Skills, Knowledge, and Experience
  • Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness.
  • Demonstrated track record of meeting and exceeding quota.
  • Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand).
  • Ability to lead a multidisciplinary team over a long-term account horizon.
  • Able to identify key players in organizations and possess the ability to convert business issues into solutions.
  • Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
  • Clear, concise communicator verbally and written.
  • Ability to build meaningful relationships quickly.
  • Someone who acts with integrity and honesty in all situations.
  • Be able to demonstrate a positive attitude internally and externally.
  • Expert at building rapport and owning the room.
  • A lifelong learner committed to learning new skills and practicing key skills with discipline so that you couldn't do them wrong if you tried.
  • Aggressiveness in execution & planning.
  • Ability to take successes and challenges in stride.
  • Discipline to work w/o instant gratification.
  • Self-starter & Entrepreneurial Spirit.
  • Someone who is bold in their actions and never satisfied with complacency.
  • A strong will and fortitude to work a plan in the face of challenge.
  • A business professional who loves the sales profession.
What Makes Cloudflare Special?

We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.

We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released.

We don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

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