Senior Territory Account Executive (NY)

Cloudflare's sales team helps customers adopt Cloudflare and create great Internet-enabled experiences. This role within the mid-market segment focuses on both acquisition of new Territory accounts and expansion of existing customer accounts. You will work a set of accounts in the territory sub-segments. 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 and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets.
• Drive new business acquisition, customer expansion (upsell and cross-sell), and renewal within your territory.
• Engage in account mapping sessions with partners, including training new partners on technology and GTM strategies.
• Develop scalable relationships with target partners to expand the partner ecosystem in the region.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare's portfolio solutions to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services.
• Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• Build long-term strategic relationships with key accounts as a trusted advisor to ensure 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 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 internally as a liaison with cross-functional teams to share customer feedback and insights.

• 5+ years of direct B2B selling experience
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced dynamic environment
• Bachelor's degree required
• Demonstrated analytical and quantitative abilities
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
• 5+ years in Software/SaaS/Security Sales & Channel management
• Existing relationships and/or strong familiarity of the partner ecosystem in the region
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
• Experience working in a start-up environment
• Ability to travel up to 25% of the time
• Technical competence strongly preferred

Estimated annual salary of $234,000 - $321,000 for New York City, New Jersey based hires. This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role. This role is eligible to participate in Cloudflare's equity plan.

Benefits include: 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.

Cloudflare runs one of the world's 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. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.