Account Executive, SMB

Summary

Join Cloudflare's sales team as a Digital Native AE and target innovative, high-growth companies in North America. You will focus on acquiring new Digital Native accounts and expanding existing ones. This role requires a sales and technical background to engage customers from technical professionals to senior executives. You will develop and execute territory plans to exceed sales targets, build a robust sales pipeline, and leverage a deep technical understanding of Cloudflare's solutions. As a trusted advisor, you will build long-term relationships with key accounts and collaborate with cross-functional teams. Cloudflare offers a competitive compensation package, equity, and a comprehensive benefits program.

Requirements

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

Responsibilities

• 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

• 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