Senior Account Executive, Startups

Responsibilities

• Develop, execute, and maintain a territory plan to exceed quarterly sales targets and annual quotas.
• Drive three sales motions: new business acquisition, customer expansion through upsell and cross-sell, and renewals.
• Build sales pipeline through AE-led outbound, BDR, channel, and marketing inbound funnels.
• Apply a deep technical understanding of Cloudflare’s solutions to drive consultative sales.
• Craft and communicate compelling value propositions for Cloudflare services.
• Drive awareness through outbound campaigns focused on product and feature roadmap updates.
• Forecast accurately and manage commercial outcomes through a consistent sales process, including next-step expectations and contract negotiations.
• Build long-term strategic relationships that support customer adoption, retention, and expansion.
• Evaluate usage trends, communicate Cloudflare’s impact, and provide strategic recommendations during business reviews.
• Network across business units and engage new divisional buyers within target accounts.
• Position Cloudflare One and the Connectivity Cloud across target customers.
• Liaise with cross-functional teams to share customer feedback and improve the customer experience.

Requirements and Experience

• 5+ years of experience selling B2B SaaS.
• Strong B2B discovery skills.
• Ability to assess industry trends and develop a client-centric rationale for change.
• Track record of exceeding annual targets of $1M+ and managing complex six-figure deals.
• Experience engaging C-suite stakeholders and navigating complex sales cycles across organizations.
• Self-motivated with an entrepreneurial spirit.
• Bachelor’s degree required.
• Proficiency with Salesforce (SFDC), Tableau, Google Workspace, and Microsoft Office/Microsoft software suite.
• Ability to travel up to 25% of the time.

Compensation and Benefits

• For California-based hires excluding the Bay Area: estimated annual salary of $234,000–$321,000, including on-target incentive compensation under the Sales Compensation Plan.
• Eligible to participate in Cloudflare’s equity plan.
• Medical, prescription, dental, and vision insurance.
• Flexible spending and commuter spending accounts.
• Fertility and family-forming benefits.
• On-demand mental health support and an Employee Assistance Program.
• Global travel medical insurance.
• Short- and long-term disability insurance.
• Life and accident insurance.
• 401(k) retirement savings plan.
• Employee stock participation plan.
• Flexible paid time off and leave programs, including parental, pregnancy health, medical, and bereavement leave.