Senior Named Account Executive (AI & Digital Natives)
About the role
The Enterprise AI and Digital Natives segment is Cloudflare's fastest growing and highest visibility market. This role focuses on acquiring and expanding accounts within this segment, which includes large organizations such as SaaS platforms, digital marketplaces, and AI labs.
Responsibilities
- Develop, execute, and maintain a territory plan to exceed quarterly sales targets and annual quota assignments.
- Build a robust sales pipeline using four sourcing funnels: AE-led outbound, Business Development Representatives (BDRs), channel, and marketing inbound.
- Develop and leverage a deep technical understanding of Cloudflare's solutions to drive a consultative sales motion.
- Craft and communicate compelling value propositions for Cloudflare services.
- Drive awareness through regular outbound campaigns on product and feature roadmap updates.
- Accurately forecast, build commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
- Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
- Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
- Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
- Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
Requirements
Desirable Skills, Knowledge, and Experience:
- 5+ years sales experience selling B2B SaaS
- Strong B2B discovery skills
- Track record of beating annual targets of $1M+ and successfully managing complex six-figure deals
- Experience in multithreading into the C-suite and across an organization to manage a complex sales cycle
- Self-motivated; entrepreneurial spirit
- Bachelor's degree required
- Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
- Ability to travel up to 25% of the time
Compensation
Estimated annual salary of $269,000 - $360,000. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
Benefits
Cloudflare offers a comprehensive package of benefits and programs to support you and your family. These include:
- Health & Welfare Benefits: Medical/Rx Insurance, Dental Insurance, Vision Insurance, Flexible Spending Accounts, Commuter Spending Accounts, Fertility & Family Forming Benefits, On-demand mental health support and Employee Assistance Program, Global Travel Medical Insurance
- Financial Benefits: Short and Long Term Disability Insurance, Life & Accident Insurance, 401(k) Retirement Savings Plan, Employee Stock Participation Plan
- Time Off: Flexible paid time off covering vacation and sick leave, Leave programs, including parental, pregnancy health, medical, and bereavement leave
What Makes Cloudflare Special?
We are committed to protecting the free and open Internet. Some of our initiatives include:
- Project Galileo: Providing powerful tools to defend journalism and civil society organizations worldwide.
- Athenian Project: Ensuring state and local governments have reliable services for elections.
- 1.1.1.1: A public DNS resolver that helps fix the foundation of the Internet, ensuring privacy and security.