Senior Named Account Executive

Responsibilities

• Manage a focused portfolio of approximately 20–30 enterprise accounts with $1B–$25B in annual revenue.
• Shape and lead go-to-market efforts with enterprise customers.
• Act as a strategic partner to customers pursuing digital transformation.
• Engage C-level clients and senior technical decision-makers to drive business partnerships and joint success.
• Use consultative, solutions-oriented sales and customer-service skills to create value.
• Lead internal cross-functional teams to develop solutions and grow revenue.
• Identify business opportunities, develop enterprise account plans, drive execution, and close revenue.
• Present Cloudflare’s vision and value-creation plans to stakeholders at all levels.
• Negotiate mutually beneficial commercial agreements.
• Obtain new business and expand Cloudflare wallet share within existing customers.
• Manage multiple accounts and coordinate with customers, partners, and internal resources.
• Proactively manage and grow assigned enterprise clients.
• Close new and expansion business monthly, quarterly, and annually while meeting or exceeding quota.
• Own customer relationships, deadlines, and deliverables.
• Develop C-level and decision-maker relationships aligned with customers’ strategic objectives.
• Build pipeline through direct and indirect outreach, customer discovery, and value analysis.
• Maintain accurate forecasts and report opportunity status in weekly sales meetings.
• Use the MEDDPIC framework and Salesforce to document weekly progress.
• Establish jointly owned timelines and track purchasing-process steps through closure.
• Organize and deliver executive presentations, proposals, and commercial terms.
• Use the Executive Briefing Center to establish executive sponsorship and account support.
• Build relationships with channel partners and develop joint customer value propositions.
• Participate in team meetings and provide go-to-market guidance.

Requirements

• Reside in the Nashville, TN area; this is a remote role.
• 6+ years of experience with proficiency in cloud networking and security technology, plus industry awareness.
• Demonstrated record of meeting and exceeding quota.
• Expert sales skills across discovery, positioning, competition, negotiation, closing, and expansion.
• Ability to lead multidisciplinary teams over long-term account horizons.
• Ability to identify organizational stakeholders and translate business issues into solutions.
• Experience winning new business and expanding existing accounts.
• Strong closing skills and ability to build meaningful relationships quickly.
• Integrity, honesty, positive attitude, initiative, resilience, and disciplined execution.
• Ability to build rapport, lead executive conversations, and manage complex enterprise sales cycles.

Compensation and Benefits

• For Washington DC-based hires: estimated annual salary of $269,000–$370,000.
• Eligible to participate in Cloudflare’s equity plan.
• Health and welfare benefits include medical/Rx, dental, vision, flexible spending, commuter spending, fertility and family-forming benefits, mental health support, employee assistance, and global travel medical insurance.
• Financial benefits include short- and long-term disability, life and accident insurance, 401(k), and employee stock participation.
• Flexible paid time off and leave programs, including parental, pregnancy health, medical, and bereavement leave.