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Salary: USD 269,000 - 350,000 / annual
Cloudflare is seeking a Senior Digital Native Named Account Executive to sell into high-growth, venture-backed, and technologically advanced companies in North America. This role combines new customer acquisition with expansion of existing accounts, requiring both sales acumen and technical depth to engage stakeholders from technical professionals through C-suite executives across Security, Network, Development, and Infrastructure teams.
Key Responsibilities:
- Develop and execute territory plans to exceed quarterly sales targets and annual quota assignments.
- Master three sales motions: new business acquisition, customer expansion (upsell/cross-sell), and renewal management.
- Build robust sales pipelines leveraging AE-led outbound, BDR, channel, and marketing inbound sourcing.
- Develop deep technical understanding of Cloudflare's solutions to drive consultative selling.
- Craft and communicate compelling value propositions; drive awareness through outbound campaigns on product and feature updates.
- Forecast accurately, run consistent sales processes, manage deal negotiations, and drive next-step expectations.
- Build long-term strategic relationships as a trusted advisor; evaluate usage trends and articulate value during business reviews.
- Multi-thread across business units to identify and engage new divisional buyers.
- Position Cloudflare's platform, including Cloudflare One and Connectivity Cloud, to maximize customer potential.
- Operate as internal liaison with cross-functional teams, sharing customer feedback and insights to improve experience and guide investments.
Requirements:
- 5+ years of B2B SaaS sales experience.
- Strong B2B discovery skills.
- Point of view on industry trends; ability to customize client-centric "why change" narratives.
- Track record of beating annual targets of $1M+ and successfully managing complex six-figure deals.
- Experience multithreading into C-suite and across organizations to manage complex sales cycles.
- Self-motivated with entrepreneurial spirit.
- Bachelor's degree required.
- Software and system skills: SFDC, Tableau, G-Suite, Microsoft Suite.
- Ability to travel up to 25% of the time.
