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Cloudflare is seeking a Commercial Account Executive to drive new business acquisition and expansion within assigned territories in Austin, TX or Raleigh, NC. You will manage a full sales cycle across new customer logos, upsells, cross-sells, and renewals, targeting accounts with $1M+ annual contract values.
In this hybrid role, you'll develop and execute territory plans to exceed quarterly targets and annual quota. You'll be an expert in three sales motions: new business acquisition, customer expansion, and renewal management. Your responsibilities include building a robust pipeline across four sourcing funnels (AE-led outbound, BDR, Channel, and Marketing Inbound), developing deep technical understanding of Cloudflare's solutions, and crafting compelling value propositions for customers across Security, Network, Development, and Infrastructure teams.
You'll operate as a trusted advisor, building long-term strategic relationships with key accounts to ensure adoption, retention, and expansion. This includes regular business reviews, evaluating usage trends, and providing strategic recommendations. You'll multi-thread across different business units within accounts to identify new divisional buyers and position Cloudflare's full platform, including Cloudflare One and the Connectivity Cloud.
Key responsibilities also include accurately forecasting outcomes through consistent sales processes, driving next-step expectations, managing contract negotiations, and serving as an internal liaison with cross-functional teams to share customer feedback and insights.
Requirements:
- 3+ years of B2B SaaS sales experience
- Strong B2B discovery skills
- Point of view on industry trends and ability to customize client-centric value narratives
- Track record of beating annual targets of $1M+ and successfully managing complex six-figure deals
- Experience multi-threading into C-suite and across organizations to manage complex sales cycles
- Self-motivated with entrepreneurial spirit
- Bachelor's degree required
- Proficiency with software and systems (Salesforce, Tableau, G-Suite, Microsoft Suite)
- Ability to travel up to 25% of the time
