[Remote] Senior Account Executive, Start-ups (Austin or Chicago)
Note: The job is a remote job and is open to candidates in USA. Cloudflare is on a mission to help build a better Internet, operating one of the world’s largest networks that powers millions of websites. They are seeking a Senior Account Executive to target high-growth, technologically advanced companies, focusing on both the acquisition of new accounts and the expansion of existing ones through consultative sales engagements.
Responsibilities
- Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment
- Be an expert in three unique sales motions; new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory
- Build a robust sales pipeline utilizing the four sourcing funnels: AE led outbound, BDR, Channel, and Marketing Inbound
- Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motion
- Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates
- Accurately forecast, build 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
Skills
- 5+ years sales experience selling B2B SaaS
- Strong B2B discovery skills
- Candidates have a point of view of industry trends and able to customize a client centric why change narrative
- Track record of beating annual targets of $1M+ and successfully managing complex six figure deals
- Experienced in multithreading into the C-suite and across an organization to manage a complex sales cycle
- Self-motivated; entrepreneurial spirit
- Bachelor's degree required
- Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
- Ability to travel up to 25% of the time
Benefits
- This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.
- This role is eligible to participate in Cloudflare’s equity plan.
- 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
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
Company Overview
Company H1B Sponsorship