Senior Account Executive, Startups (SoCal)

Cloudflare's sales team helps customers adopt Cloudflare and create great Internet-enabled experiences. Digital Native AEs sell into the most innovative companies in North America, targeting high-growth, technologically advanced, and venture-backed companies. This role focuses on both acquisition of prospective Digital Native accounts and expansion of existing customer accounts. The ideal candidate will have both a sales and technical background to drive customer engagement from technical professionals through senior executive levels, across Security, Network, Development, and Infrastructure teams.

• Develop, execute, and maintain a territory plan to exceed quarterly sales targets and annual quota.
• Be an expert in three sales motions: new business acquisition, customer expansion (upsell and cross-sell), and renewal.
• Build a robust sales pipeline using four sourcing funnels: AE-led outbound, BDR, Channel, and Marketing Inbound.
• Develop and leverage a deep technical understanding of Cloudflare's solutions 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 contract negotiations.
• Build long-term strategic relationships with key accounts to ensure adoption, retention, and expansion.
• Evaluate usage trends and articulate value during business reviews.
• Network across business units and multi-thread to identify new divisional buyers.
• Position Cloudflare's platform, including Cloudflare One and the Connectivity Cloud.
• Operate as a liaison with cross-functional teams to share customer feedback.

• 5+ years sales experience selling B2B SaaS
• Strong B2B discovery skills
• Point of view on industry trends and ability to customize a client-centric why-change narrative
• Track record of beating annual targets of $1M+ and managing complex six-figure deals
• Experienced in multithreading into the C-suite and across an organization
• Self-motivated; entrepreneurial spirit
• Bachelor's degree required
• Software and system skills: SFDC, Tableau, G-suite, MSFT suite
• Ability to travel up to 25% of the time

For California (excluding Bay Area) based hires: Estimated annual salary of $234,000 - $321,000, including on-target incentive compensation under Cloudflare's Sales Compensation Plan. Eligible for equity plan. Benefits include medical, dental, vision, flexible spending accounts, commuter spending accounts, fertility & family forming benefits, on-demand mental health support, employee assistance program, global travel medical insurance, short and long term disability, life & accident insurance, 401(k) retirement savings plan, employee stock participation plan, flexible paid time off, and leave programs including parental, pregnancy health, medical, and bereavement leave.

Apply via the provided Greenhouse link.