Senior Digital Native Named Account Executive

• Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences
• The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community
• Digital Native AEs at Cloudflare sell into the most innovative companies in North America. In targeting high-growth, technologically advanced, and venture-backed companies, AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers. This role within the digital native segment focuses on both the acquisition of prospective Digital Native accounts, as well as the expansion of existing customer accounts
• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment
• Be an expert in three unique sales motions; new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), 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 in order 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 driving 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. 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 of your accounts, and multi-thread to identify and engage new divisional buyers
• Position Cloudflare’s platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare

Benefits

• Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
• Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
• Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
• Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
• Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members’ commute to work via public transportation without the extra cost burden.
• Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.- The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams
• Strong B2B discovery skills
• Bachelor’s degree required
• Self-motivated; entrepreneurial spirit
• Experienced in multithreading into the C-suite and across an organization to manage a complex sales cycle
• Ability to travel up to 25% of the time
• Candidates have a point of view of industry trends and able to customize a client centric why change narrative
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
• Track record of beating annual targets of $1M+ and successfully managing complex six figure deals
• 5+ years sales experience selling B2B SaaS