Senior Territory Account Executive (Pittsburgh)
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). Do NOT repeat the job title as a heading. We should include sections only when posting has real specific content. The posting includes "About Us" at top, but that's generic company description; we could include as a section? Not listed as typical heading but we could include "About Us" maybe but not required. The instruction says use those example headings; we can also use others if appropriate. Likely include: About the role, Responsibilities, Desirable Skills, Knowledge, And Experience (maybe Skills), Compensation, Equity, Benefits, What Makes Cloudflare Special? Also maybe "Available Locations" but that's minor metadata; we can fold into a short
or drop. The instruction: do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short
or drop it. So we can include location in a paragraph. We must preserve all substantive information; do not invent or summarize away detail. Remove boilerplate: cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. So we need to strip out the EEO statement, the accommodation request, etc. Also remove the "Please note that applicants who progress..." etc. Also remove the export control notice? That might be considered legal boilerplate; but it's substantive? It's about export control laws; maybe keep? It's a condition of employment; but it's legal. The instruction says remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate. The export control notice is legal; likely remove. Also remove the equal opportunity employer statement. Also remove the accommodation request paragraphs. Also remove the "We’d love to hear from you!"? That's application encouragement; maybe considered boilerplate? It's not exactly EEO but it's encouraging to apply; could be considered application instructions. Safer to remove. We need to keep all substantive info: About Us description, About The Role paragraph, Responsibilities bullet list, Desirable Skills list, Compensation paragraph, Equity paragraph, Benefits list, What Makes Cloudflare Special? paragraph with projects. We must not create sections with filler like "commensurate with experience". Not present. We need to use
for section headings. Use - for any list of duties/requirements/benefits. Use
for prose.
We must output only HTML fragment, no /, no markdown.
Let's structure:
About Us
maybe not in list but okay. Could also omit; but we have substantive content about company mission. Might be good to include.
But the instruction says use headings e.g. About the role, Responsibilities, etc. Not mandatory to include About Us but we can.
We'll include:
About Us
...
About the role
...
Responsibilities
- ...
...
Desirable Skills, Knowledge, And Experience
- ...
...
Compensation
...
Equity
...
Benefits
- ...
...
What Makes Cloudflare Special?
...
We need to preserve all substantive info; ensure we don't miss any details.
Let's extract content.
About Us paragraph: "At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in."
That's the About Us.
Available Locations: "Available Locations Pittsburgh, PA". We'll fold into a short p maybe after About Us or after About the role. Could add a p: "Available Locations: Pittsburgh, PA
".
About The Role paragraph: "Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. This role within the mid-market segment focuses on both the acquisition of new Territory accounts, as well as the expansion of existing customer accounts. Within the mid-market segment, you will work a set of accounts in the territory sub-segments. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams."
We'll put that in .
Responsibilities list: each line starts with a verb. Need to capture each bullet.
List:
- Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
- Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
- Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
- Developing scalable relationships with target partners, to expand partner ecosystem in a specific region.
- Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
- Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
- Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
- Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
- As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
- 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.
- 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.
Note some sentences have two sentences combined; we keep as is.
Desirable Skills, Knowledge, And Experience list:
- 5+ years of direct B2B selling experience
- Strong interpersonal communication (verbal and written) and organizational skills
- Self-motivated; entrepreneurial spirit
- Comfortable working in a fast paced dynamic environment
- Bachelor's degree required
- Demonstrated analytical and quantitative abilities
- Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
- 5+ years in Software/SaaS/Security Sales & Channel management.
- Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover.
- Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
- Experience working in a start-up environment.
- Ability to travel up to 25% of the time.
- Technical competence strongly preferred.
Compensation paragraph: "Compensation may be adjusted depending on level and work location. 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."
Equity paragraph: "This role is eligible to participate in Cloudflare’s equity plan."
Benefits list: need to capture each benefit item.
From text:
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
We'll combine into one list maybe with subheadings? But instruction: use
- for any list of duties/requirements/benefits. Could just flatten all items into a single list. Might lose categorization but still preserves all items. Could also keep subheadings as
then list. Simpler: make a
with each benefit as - . We'll include all.
What Makes Cloudflare Special? paragraph: includes description of projects.
Text: "We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you!"
We need to remove the "We’d love to hear from you!" as it's application encouragement? Might be considered boilerplate; but it's part of the special section. However instruction says remove application instructions. This sentence is encouraging to apply; maybe remove. But we could keep as it's not exactly instruction but promotional. Safer to remove? The instruction: "Remove cookie/navigation/legal/EEO/equal
for prose. We must output only HTML fragment, no /, no markdown. Let's structure:
About Us
maybe not in list but okay. Could also omit; but we have substantive content about company mission. Might be good to include. But the instruction says use headings e.g. About the role, Responsibilities, etc. Not mandatory to include About Us but we can. We'll include:About Us
...
About the role
...
Responsibilities
- ... ...
Desirable Skills, Knowledge, And Experience
- ... ...
Compensation
...
Equity
...
Benefits
- ... ...
What Makes Cloudflare Special?
...
We need to preserve all substantive info; ensure we don't miss any details. Let's extract content. About Us paragraph: "At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in." That's the About Us. Available Locations: "Available Locations Pittsburgh, PA". We'll fold into a short p maybe after About Us or after About the role. Could add a p: "Available Locations: Pittsburgh, PA
". About The Role paragraph: "Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. This role within the mid-market segment focuses on both the acquisition of new Territory accounts, as well as the expansion of existing customer accounts. Within the mid-market segment, you will work a set of accounts in the territory sub-segments. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams." We'll put that in. Responsibilities list: each line starts with a verb. Need to capture each bullet. List: - Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list. - Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory. - Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies. - Developing scalable relationships with target partners, to expand partner ecosystem in a specific region. - Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts. - Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities. - Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates. - Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations. - As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. - 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. - 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. Note some sentences have two sentences combined; we keep as is. Desirable Skills, Knowledge, And Experience list: - 5+ years of direct B2B selling experience - Strong interpersonal communication (verbal and written) and organizational skills - Self-motivated; entrepreneurial spirit - Comfortable working in a fast paced dynamic environment - Bachelor's degree required - Demonstrated analytical and quantitative abilities - Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite) - 5+ years in Software/SaaS/Security Sales & Channel management. - Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover. - Understanding of cloud infrastructure ecosystem and cloud security is highly preferred. - Experience working in a start-up environment. - Ability to travel up to 25% of the time. - Technical competence strongly preferred. Compensation paragraph: "Compensation may be adjusted depending on level and work location. 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." Equity paragraph: "This role is eligible to participate in Cloudflare’s equity plan." Benefits list: need to capture each benefit item. From text: 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 We'll combine into one list maybe with subheadings? But instruction: use
- for any list of duties/requirements/benefits. Could just flatten all items into a single list. Might lose categorization but still preserves all items. Could also keep subheadings as
then list. Simpler: make a
- with each benefit as
- . We'll include all. What Makes Cloudflare Special? paragraph: includes description of projects. Text: "We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you!" We need to remove the "We’d love to hear from you!" as it's application encouragement? Might be considered boilerplate; but it's part of the special section. However instruction says remove application instructions. This sentence is encouraging to apply; maybe remove. But we could keep as it's not exactly instruction but promotional. Safer to remove? The instruction: "Remove cookie/navigation/legal/EEO/equal