Senior Account Executive, Startups (Southeast)

Senior AEs at Cloudflare sell into the most innovative companies in North America, targeting high-growth, technologically advanced, and venture-backed companies. This role focuses on both the acquisition of prospective Mid Market accounts and the expansion of existing customer accounts. The ideal candidate has both a sales and technical background that enables them to drive customer engagement from technical professionals through senior executive levels, across Security, Network, Development and Infrastructure teams.

Responsibilities

Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment; Be an expert in three sales motions: new business acquisition, customer expansion (upsell and cross sell), 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 to drive a consultative sales motion; Craft and communicate compelling value propositions for Cloudflare services and drive awareness through regular outbound campaigns; Accurately forecast and build commercial outcomes by running a consistent sales process, including 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; Network across different business units with each account and multi-thread to identify and engage new divisional buyers; Position Cloudflare's platform in each target customer, including Cloudflare One and the Connectivity Cloud; Operate as a liaison with cross-functional teams to share key customer feedback and insights

Requirements

5+ years sales experience selling B2B SaaS; Strong B2B discovery skills; Point of view of industry trends and ability 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

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; Eligible to earn incentive compensation under the Sales Compensation Plan; Eligible to participate in Cloudflare's equity plan