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Cloudflare Sales Executive for Digital Natives
2 weeks ago
About Us
At Cloudflare, we're driven by our commitment to helping build a better Internet. Our mission is to protect and accelerate any Internet application online without adding hardware or modifying code. We power millions of websites and other Internet properties for customers ranging from individual bloggers to Fortune 500 companies.
We believe in embracing diversity and inclusivity in our hiring process. We look for curious and empathetic professionals who are dedicated to developing themselves and learning new skills, and we're committed to supporting them throughout their time at Cloudflare. To achieve our mission, we need a diverse and inclusive team. We hire the best people based on an evaluation of their potential and provide them with opportunities for growth and development.
About the Department
Our sales team at Cloudflare collaborates with Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations teams to help customers adopt Cloudflare and create great Internet-enabled experiences. We assist our customers in resolving real technical problems while generating revenue streams that enable us to provide free services to millions of people in our community.
About this Role
This role within the mid-market segment focuses on both acquiring new customers and expanding existing customer relationships. You will work with a set of target accounts in the Digital Natives and/or Commercial sub-segments. This role targets companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will have both sales and technical expertise, enabling them to drive engagement from administrative through executive levels within network operations, development, and technical 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 (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline through continuous engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare's portfolio solutions to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• 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. Regularly evaluate usage trends and articulate value to demonstrate Cloudflare's impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud, to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
Minimum Qualifications:
• 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.
• Bachelor's degree or equivalent professional experience.