Digital Native Account Executive

1 week ago

San Francisco, California, United States Cloudflare Inc Full time
About the Role

We are seeking a highly skilled Digital Native Account Executive to join our team at Cloudflare. As a Digital Native Account Executive, you will be responsible for selling Cloudflare's products and services to high-growth, technologically advanced, and venture-backed companies in North America.

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 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. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
  • 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 show Cloudflare 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.

Requirements:

  • 4+ years closing experience selling B2B SaaS (technical product preferred)
  • Skilled in out-bounding to key stakeholders within fast-paced organizations & mapping Cloudflare innovations to business objectives
  • Working or tangential knowledge of the cloud infrastructure and/or security space
  • Track record of exceeding $750k - $1M annual target and track record of growth within current organization
  • 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, MSFT suite)

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.

Project Galileo:

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.

Athenian Project:

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.

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