Digital Native Senior Named Account Executive
Digital Native Senior Named Account Executive
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$ 194000 - 303000
1 Vacancy
Job Description
At Cloudflare we are on a mission to help build a better Internet. Today the company runs one of the worlds largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates 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. Cloudflare was named to Entrepreneur Magazines Top Company Cultures list and ranked among the Worlds 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. Come join us!
Available Locations: MidAtlantic
About the Department
Account Executives Channel Account Managers Business Development Representatives Solution Engineers Customer Success and Sales Operations all working together help our customers adopt Cloudflare and create great Internetenabled 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.
About this Role
Digital Native AEs at Cloudflare sell into the most innovative companies in North America. In targeting highgrowth technologically advanced and venturebacked companies AEs are positioned to drive indepth product discussions while communicating and demonstrating value quickly to customers. This role within the digital native segment focuses on both the acquisition of prospective Digital Native accounts as well as the expansion of existing customer accounts. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels and across Security Network Development and Infrastructure teams.
Key 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 longterm 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 multithread to identify and engage new divisional buyers.
- Position Cloudflares 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 crossfunctional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
Requirements:
- 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 Csuite and across an organization to manage a complex sales cycle
- Selfmotivated; entrepreneurial spirit
- Bachelors degree required
- Software and system skills are a must (SFDC Tableau Gsuite MSFT suite)
- Ability to travel up to 25 of the time.
Compensation
Compensation may be adjusted depending on work location.
- For Colorado Illinois Maryland and Minnesota based hires: Estimated annual salary of $176000 $275000.
- For New York City Washington Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $184000 $287000.
- For Bay Area based hires: Estimated annual salary of $194000 $303000.
This role is eligible to earn incentive compensation under Cloudflares Sales Compensation Plan. The estimated annual salary range includes the ontarget incentive compensation that may be attained in this role under the Sales Compensation Plan.
Equity
This role is eligible to participate in Cloudflares equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses support caregiving build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- Ondemand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
Financial Benefits
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
Time Off
- Flexible paid time off covering vacation and sick leave
- Leave programs including parental pregnancy health medical and bereavement leave
What Makes Cloudflare Special
Were not just a highly ambitious largescale technology company. Were a highly ambitious largescale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customersat no cost.
Athenian Project: In 2017 we created the 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. Since the project weve provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacycentric public DNS resolver. This is available publicly for everyone to use it is the first consumerfocused service Cloudflare has ever released. Heres the deal we dont 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 youd like to be a part of Wed love to hear from you!
This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other persons perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via email at or via mail at 101 Townsend St. San Francisco CA 94107.
Required Experience:
Senior IC
Employment Type
Full Time
