Cloudflare - Territory Account Executive
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Requirements
• 4+ years B2B new business sales experience with at least 2 years closing • Outbound prospecting experience (BDR or full-cycle AE) • Track record selling to high-growth or VC-backed technology companies • Experience selling technical, cloud, SaaS, security, or infrastructure solutions • Working knowledge of cloud infrastructure and modern application architectures • Experience managing both short and complex sales cycles • Knowledge of application security (WAF, API security, DDoS) highly desirable • Strong communication and presentation skills • High ownership, resilience, and adaptability • A disciplined, driven sales professional with high integrity and energy • What Makes Cloudflare Special? • We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale 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, we've equipped more than 2,400 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 Cloudflare’s enterprise customers--at no cost. • Project Galileo • 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, we've provided services to more than 425 local government election websites in 33 states. • Athenian Project • 1.1.1.1 • Sound like something you’d like to be a part of? We’d 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.
Responsibilities
• Execute sales plans to achieve monthly, quarterly, and annual quota targets • Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on application security and performance • Digital Native - Emerging • Generate and maintain pipeline through proactive outbounding and account engagement • Partner with BDRs and Marketing to drive demand and awarenessResearch target accounts to understand business models, growth plans, and technical priorities • Lead discovery to uncover business goals, challenges, and pain pointsUse a consultative approach to align Cloudflare solutions to customer outcomes • Collaborate with Solution Engineers and Product teams to design tailored solutions • Deliver clear, compelling presentations and proposals • Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce • Manage end-to-end sales cycles with jointly owned customer timelines • Proven ability to leverage ecosystem and channel relationships to influence, originate, and accelerate opportunities in startup and digital native segments
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