Senior Territory Account Executive (Los Angeles)

About Us

At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world's largest networks that powers millions of websites and Internet properties for customers ranging from individual bloggers to Fortune 500 companies. Cloudflare protects and accelerates Internet applications without hardware, software installation, or code changes. Our network routes web traffic and improves performance while reducing spam and attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.

We value curiosity, empathy, and a commitment to learning. We seek a diverse and inclusive team and base hiring on potential and support throughout the tenure at Cloudflare. We invite you to join us.

Available Locations : Los Angeles, CA

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations collaborate to help customers adopt Cloudflare and create great Internet-enabled experiences. The sales team solves real, technical problems while creating revenue streams to support free service for millions in our community.

About this Role

This role in the mid-market segment focuses on acquiring new Territory accounts and expanding existing customer accounts. In the mid-market segment, you will manage a defined set of accounts in territory sub-segments. The ideal candidate will have a sales and technical background to engage from technical professionals to senior executives across Security, Network, Development and Infrastructure teams.

Key Responsibilities

• Develop and execute a comprehensive account / territory plan to achieve quarterly sales and annual revenue targets in a defined territory and / or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewal within your territory.
• Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
• Develop scalable relationships with target partners to expand the partner ecosystem in a specific region.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they align with Cloudflare's portfolio to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next steps and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts to ensure adoption, retention and expansion. Regularly evaluate usage trends and articulate value during business reviews.
• Network across business units with each account, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform, including Cloudflare One and the Connectivity Cloud, to realize full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share customer feedback and insights to improve experience and investments with Cloudflare.

Requirements

Desirable Skills, Knowledge and Experience

Compensation

Compensation may be adjusted depending on level and work location. For California (excluding Bay Area) based hires : Estimated annual salary of $235,000 - $287,000. This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflare's equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life easier. The following describes benefits for employees in the United States; benefits may vary for employees outside the U.S.

Health & Welfare Benefits

Financial Benefits

Time Off

What Makes Cloudflare Special?

We are a highly ambitious, large-scale technology company with a soul. Protecting the free and open Internet is fundamental to our mission.

Projects : Project Galileo — since 2014, providing tools to journalism and civil society organizations; Athenian Project to protect governments; 1.1.1.1 DNS resolver with a privacy commitment.

Export controls : This position may require access to information protected under U.S. export control laws. Offers may be conditioned on authorization to receive software or technology under U.S. export laws without sponsorship for an export license.

EEO Statement : Cloudflare is an equal opportunity employer. We value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, medical condition, family care status, or any other basis protected by law. We are an AA / Veterans / Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require an accommodation to apply, please contact hr@cloudflare.com.

#J-18808-Ljbffr