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Cloudflare is seeking a Senior Account Executive to drive sales into high-growth, venture-backed startups in the Southeast. You'll own a territory covering Charlotte or Raleigh, NC, managing the full sales lifecycle: new customer acquisition, expansion of existing accounts, and renewals.
You'll be a trusted advisor to technical and executive buyers, helping them solve real infrastructure and security problems using Cloudflare's platform (including Cloudflare One and Connectivity Cloud). The role requires deep technical acumen to engage with engineering, security, and infrastructure teams, while also building strategic relationships at the C-suite level.
Key responsibilities include:
- Developing and executing a territory plan to exceed quarterly targets and annual quota
- Mastering three sales motions: new business acquisition, customer expansion (upsell/cross-sell), and renewal management
- Building a robust pipeline across four sourcing channels: AE-led outbound, BDR, channel partners, and marketing inbound
- Leveraging technical expertise to drive consultative selling and craft compelling value propositions
- Running a consistent sales process with accurate forecasting and contract negotiation
- Building long-term strategic relationships, evaluating usage trends, and providing business reviews
- Multi-threading across organizational units to identify new divisional buyers
- Serving as an internal liaison, sharing customer feedback to improve product and strategy
Cloudflare's sales team works cross-functionally with Channel Account Managers, Business Development Representatives, Solution Engineers, and Customer Success to help customers adopt the platform and create revenue streams that support free service to millions in the community.
REQUIREMENTS:
- 5+ years of B2B SaaS sales experience
- Strong B2B discovery skills
- Track record of beating annual targets of $1M+ and managing complex six-figure deals
- Experience multi-threading into C-suite and across complex organizations
- Point of view on industry trends; ability to craft client-centric "why change" narratives
- Self-motivated, entrepreneurial spirit
- Bachelor's degree required
- Proficiency with SFDC, Tableau, G-Suite, and Microsoft Office Suite
- Ability to travel up to 25% of the time
