Senior Named Account Executive, Salt Lake City
Lead enterprise sales cycles for Cloudflare, acquiring new logos and expanding within strategic accounts. Drive multi-million dollar deals by mapping customer IT architectures to Cloudflare solutions and orchestrating cross-functional teams.
What You'll Do
Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments.
Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.
Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.
Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives.
Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities.
Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers and broader market trends. Position Cloudflare as a critical enabler of these transformations.
Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives.
Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities.
Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Provide clear, direct, and constructive feedback to team members.
Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others.
Requirements
- 8+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi-million dollar quota targets
- Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies
- Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures
- Demonstrated success leading and influencing virtual cross-functional teams to drive complex deals to closure
- Exceptional strategic communication and presentation skills with executive leadership and technical decision-makers
- Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals
- Expert-level sales acumen in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies
- Authority on digital transformation trends and their impact on enterprise customers
- Strong coaching and mentorship abilities
- Highly self-motivated, entrepreneurial, and resilient
- Proficiency in advanced sales and business intelligence platforms (Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework)
- Bachelor's degree required; technical background (engineering, computer science, MIS) highly preferred
- Ability to travel as required
Compensation & Benefits
- Estimated annual salary: $232,000-$370,000 (includes on-target incentive)
- Eligible for Cloudflare equity plan
- Medical/Rx, Dental Insurance
- Flexible Spending Accounts, Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Short and Long Term Disability Insurance, Life & Accident Insurance
- 401(k) Retirement Savings Plan, Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
Client Partner, Ads Solutions
Own full sales cycle for advertising revenue, prospecting to close, managing revenue targets and senior client relationships. Requires 10+ years in performance/digital marketing or client strategy.
Named Account Executive
Own full sales cycle for named accounts in the DevOps ecosystem, driving land-and-expand motions and closing large strategic deals. Requires 5+ years of upper mid-market/enterprise SaaS sales experience with a track record of exceeding quota.