# Senior Account Executive, Startups

**Company:** [Cloudflare](https://hotfix.jobs/companies/cloudflare)
**Location:** Remote
**Role:** Account Executive
**Salary:** $234k – $321k/yr
**Experience:** 5+ years
**Skills:** B2B SaaS, Salesforce, Tableau, Google Workspace, Microsoft Office, Sales Forecasting, Contract Negotiation, Consultative Selling, Pipeline Development, B2B Discovery
**Posted:** 2026-08-17

> Leads acquisition, expansion, and renewal sales for Cloudflare’s startup and digital-native accounts, engaging technical and executive stakeholders across complex B2B SaaS deals. Requires at least five years of sales experience, a bachelor’s degree, strong discovery skills, and a record of exceeding large quotas.

## Job Description

## 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.

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