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Salary: USD 244,000 - 336,000 / annual
Cloudflare is seeking a Senior Commercial Account Executive based in San Francisco to drive both new customer acquisition and expansion within existing accounts in the commercial segment. You will be responsible for developing and executing territory plans to exceed quarterly sales targets and annual quota assignments.
In this role, you will master three core sales motions: new business acquisition (landing new customer logos), customer expansion (upselling and cross-selling Cloudflare solutions), and renewal management. You will build a robust sales pipeline leveraging four sourcing funnels: AE-led outbound, BDR support, channel partnerships, and marketing inbound leads.
Key responsibilities include developing a deep technical understanding of Cloudflare's solutions to drive consultative selling; crafting and communicating compelling value propositions; accurately forecasting and running a consistent sales process with clear next-step expectations; and managing contract negotiations. You will serve as a trusted advisor, building long-term strategic relationships with key accounts to ensure adoption, retention, and expansion. This includes regularly evaluating usage trends, articulating value during business reviews, and providing strategic recommendations.
You will network across different business units within each account, multi-threading to identify and engage new divisional buyers. You will position Cloudflare's full platform—including Cloudflare One and the Connectivity Cloud—to maximize customer value. Additionally, you will act as an internal liaison with cross-functional teams, sharing customer feedback and insights to improve customer experience and guide product investments.
The ideal candidate combines sales expertise with technical acumen, enabling engagement from technical professionals through senior executive levels across Security, Network, Development, and Infrastructure teams.
**Requirements:**
- 5+ years of B2B SaaS sales experience
- Strong B2B discovery skills
- Point of view on industry trends and ability to customize client-centric "why change" narratives
- Proven track record of beating annual targets of $1M+ and successfully managing complex six-figure deals
- Experience multi-threading into the C-suite and across organizations to manage complex sales cycles
- Self-motivated with entrepreneurial spirit
- Bachelor's degree required
- Proficiency with software and systems tools (Salesforce, Tableau, G-Suite, Microsoft Suite)
- Ability to travel up to 25% of the time
