Commercial Mid Market Account Executive - New Logo Acquisition

About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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. 

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

About the Department

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.

About this Role

You’ll be expected to drive new business within a territory of accounts for our Commercial MM Team. The Commercial MM team focuses on companies with less than $1 billion in annual revenue who sell goods or services to the general public.  

Responsibilities

• Discover, manage, and win opportunities within the MM space
• Drive & execute against plan, managing your assigned territory
• Maintain a robust sales pipeline through continual engagement and nurturing of key prospects 
• Establish relationships and earn trust with our valued prospects and customers
• Work cross-functionally internally with customer success, solution engineering, product 
• Convey the vision and value of the Cloudflare platform and how we impact the prospect’s/customer’s infrastructure challenges and business

Table Stake Traits - Requirements for Success

Growth Mindset

You always feel you can learn more and get better

Grit

You can withstand the "grind" of sales and are constantly prospecting & networking

Learning Agility

You can learn and iterate quickly, constantly evolving your sales process

Resilience

You bounce back from mistakes or dead-ends quickly and don't dwell on failure

Relentless Drive

You do what it takes to win

Curiosity

You love learning about new things, but not just for the sake of learning

Resourcefulness

You're a creative problem-solver that doesn't wait to act, uses all resources available

Additional essential skills, knowledge and experience

• 5+ or more years of direct B2B selling experience
• Experience selling a technical, cloud-based product or service
• Working knowledge of the cloud infrastructure space
• Experience managing complex sales cycles
• Strong understanding of computer networking and “how the internet works”
• Strong interpersonal communication (verbal and written) and organizational skills.
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment
• Experience working with Channel Partners within territory

Compensation

Compensation may be adjusted depending on work location.

• For Colorado-based hires and Washington hires: Estimated annual salary of $176,000 - $216,000.
• For New York City-based and California (excluding Bay Area): Estimated annual salary of $184,000 - $224,000
• For Bay Area-based hires: Estimated annual salary of $194,000 - $237,000.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and