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Cloudflare is seeking a Senior Account Executive to drive sales into high-growth, venture-backed startups and digital-native companies across Southern California. You'll own a territory focused on new customer acquisition, account expansion, and renewals within the startup ecosystem. This role requires both sales acumen and technical depth to engage technical teams (Security, Network, Development, Infrastructure) through to C-suite executives.
Key responsibilities include: developing and executing a territory plan to exceed quarterly targets and annual quota ($1M+); mastering three sales motions (new business, expansion, renewal); building a robust pipeline from outbound, BDR, channel, and marketing sources; leveraging deep technical understanding of Cloudflare's solutions (including Cloudflare One and Connectivity Cloud) to drive consultative selling; crafting compelling value propositions and running regular outbound campaigns; accurately forecasting and managing complex deal cycles; building long-term strategic relationships and serving as a trusted advisor; multi-threading across business units to identify new buyers; and collaborating cross-functionally to share customer insights.
You'll be positioned to help innovative companies solve real technical problems while driving revenue growth. The ideal candidate combines sales excellence with technical credibility, enabling you to communicate value quickly to fast-moving organizations.
Required: 5+ years B2B SaaS sales experience, strong discovery skills, track record of beating $1M+ annual targets and managing complex six-figure deals, ability to multi-thread into C-suite, entrepreneurial mindset, Bachelor's degree, proficiency in SFDC/Tableau/G-Suite/Microsoft Suite, and willingness to travel up to 25%.
