Territory Account Executive - Digital Native Start Ups
The Territory Account Executive will drive new-business sales across digital-native and emerging technology accounts, managing pipeline and end-to-end sales cycles for cloud, security, and performance solutions. The role requires at least four years of B2B sales experience, including closing experience and technical solution selling.
About the job
Responsibilities
- Execute sales plans to achieve monthly, quarterly, and annual quota targets.
- Build and manage a portfolio of high-potential digital-native emerging accounts focused on application security and performance.
- Generate and maintain pipeline through proactive outbound prospecting and account engagement.
- Partner with BDRs and Marketing to drive demand and awareness.
- Research target accounts to understand business models, growth plans, and technical priorities.
- Lead discovery to uncover business goals, challenges, and pain points.
- Use a consultative approach to align Cloudflare solutions with customer outcomes.
- Collaborate with Solution Engineers and Product teams to design tailored solutions.
- Deliver clear, compelling presentations and proposals.
- Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce.
- Manage end-to-end sales cycles with jointly owned customer timelines.
- Leverage ecosystem and channel relationships to influence, originate, and accelerate opportunities in startup and digital-native segments.
Requirements
- 4+ years of B2B new-business sales experience, including at least 2 years of closing experience.
- Experience with outbound prospecting through BDR or full-cycle account executive roles.
- Track record selling to high-growth or venture-capital-backed technology companies.
- Experience selling technical, cloud, SaaS, security, or infrastructure solutions.
- Working knowledge of cloud infrastructure and modern application architectures.
- Experience managing both short and complex sales cycles.
- Strong communication and presentation skills.
- High ownership, resilience, adaptability, integrity, and energy.
Nice-to-haves
- Knowledge of application security, including WAF, API security, and DDoS protection.
- Ecosystem and channel relationship experience.
Benefits
- Candidates who progress to the offer stage may be asked to attend an in-person interview at a Cloudflare office or hub.
Skills
B2B Sales, Outbound Prospecting, Cloud Infrastructure, SaaS, Application Security, Waf, Api Security, Ddos Protection, Salesforce, Meddpic, Modern Application Architectures, Pipeline Forecasting
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