# Territory Account Executive - Digital Native Start Ups

**Company:** [Cloudflare](https://hotfix.jobs/companies/cloudflare)
**Location:** London, United Kingdom
**Role:** Account Executive
**Experience:** 4+ years
**Skills:** B2B Sales, Outbound Prospecting, Cloud Infrastructure, SaaS, Application Security, Waf, Api Security, Ddos Protection, Salesforce, Meddpic, Modern Application Architectures, Pipeline Forecasting
**Posted:** 2026-08-26

> 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.

## Job Description

## 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.

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