Senior Territory Account Executive - Shanghai

This role will cover customers in East China remotely, with regular travel to the territory as needed. The role drives significant growth by landing and expanding a portfolio of assigned customers in the assigned territory, combining sales acumen with technical understanding to engage both technical and non-technical buyers. The Account Executive will drive revenue velocity by utilizing foundational sales data layers for accurate forecasting, proactive pipeline management, and consistently exceeding attainment targets. Cloudflare is on a mission to help build a better Internet.

Responsibilities

Own and execute a comprehensive territory plan to consistently achieve and exceed sales and revenue targets; Cultivate long-term strategic relationships with key accounts and partners; Lead executive-level transformation narratives that earn the right to be in the architecture conversation; Leverage top partners as an extension of the sales team to co-sell and drive regular forecast and pipeline cadences with top partners; Understand customer network architectures, translate Cloudflare's solutions to drive platform sales, and help clients secure and scale their own AI-driven workloads; Manage contract negotiations and structure platform-level commercial commitments (multi-year, multi-product, outcome-anchored); Stay engaged through onboarding, adoption, and the first renewal, partnering with Customer Engineers and Professional Services on deployment plans with measurable outcomes; Proactively build and manage a robust sales pipeline using internal tools, AI-assisted research and pipeline sources (BDR, Channel, Marketing); Maintain high standards in pipeline discipline, CRM hygiene and forecasting accuracy

Requirements

Bachelor's degree or equivalent work experience; Experience selling technology solutions in high-growth technology firms; Demonstrated track record of consistently meeting and exceeding multi-million dollar quota targets; Proficient in discovery, positioning, competitive selling, negotiation, closing, and multi-threaded land and expand strategies; Strong understanding of computer networking, cloud security technology, and how enterprise infrastructure adapts to automated data workflows; Exceptional interpersonal communication skills and value selling skills; Proficiency in modern sales software, customer data environments, and core systems (e.g., Salesforce, Tableau, G-suite); Thinks critically rather than reacting, exercises judgment under uncertainty, names risks honestly, shows genuine empathy for customers as people, can point to relationships built over time on trust, and demonstrates visible curiosity in how they prepare, sell, and learn; Willingness to actively engage with AI tools and experiment; Ability to travel as required; Cultural fluency for assigned markets; language proficiency where required