Senior Named Account Executive

Summary

Join Cloudflare's Enterprise Account Executive team and help build a Go-To-Market strategy for some of North America's largest companies. This remote role, based in Buffalo or Rochester, NY, involves managing a portfolio of 20-30 accounts with $1B-$25B in annual revenue. You will develop and execute account plans, build C-level relationships, and drive revenue growth. Success requires consultative sales skills, strong leadership, and the ability to collaborate effectively with internal teams. Cloudflare offers a competitive salary, equity, and a comprehensive benefits package.

Requirements

• 6+ years of experience coupled with proficiency in Cloud Networking and Security Technology with industry awareness
• Demonstrated track record of meeting and exceeding quota
• Reside in either Buffalo OR Rochester, NY

Responsibilities

• Proactively manage and grow a portfolio of assigned Enterprise level clients
• Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota
• Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business
• Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives
• Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value
• Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress
• Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure
• Organize and deliver executive level presentations, proposals, commercial terms with Customers
• Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives
• Build and maintain relationships with channel partners to establish joint value propositions and Customer value
• Participate in team meetings and deliver GTM guidance on how to better partner with accounts

Preferred Qualifications

• Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
• Ability to lead a multidisciplinary team over a long term account horizon
• Able to identify key players in organizations and possess the ability to convert business issues into solutions
• Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential
• Ability to build meaningful relationships quickly
• Someone who acts with integrity and honesty in all situations
• Be able to demonstrate a positive attitude internally and externally
• Expert at building rapport and owning the room
• Aggressiveness in execution and planning
• Ability to take successes and challenges in stride
• Discipline to work w/o instant gratification
• Someone who is bold in their actions and never satisfied with complacency
• A strong will and fortitude to work a plan in the face of challenge
• A business professional who loves the sales profession

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
• For Colorado, Illinois, Maryland and Minnesota based hires: Estimated annual salary of $266,000- $325,000
• For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $269,000-$329,000
• 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 under the Sales Compensation Plan
• This role is eligible to participate in Cloudflare’s equity plan