Account Executive, Digital Native - Named Accounts

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 by working a set of large target accounts for the Digital Native Team. The Digital Native Team focuses on the acquisition and expansion of our highest profile, cloud-native accounts in North America. These customers are typically high growth, software-driven companies with notable speed of innovation in the market. A minimum of 5 years closing experience required. This specific opening will cover mid to large accounts in the West. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from junior through executive levels within network operations, development and technical infrastructure teams.

Responsibilities

• Drive & execute against plan managing complex opportunities in the West region
• Ability to earn trust with executive leadership, DevOps teams and software engineers at our highest growth accounts
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts
• Be technically curious and understand how Cloudflare technology fits into a platform customer’s infrastructure challenges and business vision.
• Understand the needs, roadmaps, and purchase cycles of customers/prospects in your pipeline.  Through these interactions, work with Cloudflare Product Management and Solution Engineers to evolve the roadmap and deliver premier products to this segment.
• Work cross-functionally internally with customer success, solution engineering, product management, and engineering to deliver a high level of service to your customers
• ~25% travel

Examples of desirable skills, knowledge and experience

• Minimum 5 years of direct B2B selling experience
• Experience selling a technical, cloud-based product or service
• Working knowledge of the cloud infrastructure space
• Experience managing longer, 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
• Bachelor’s degree required

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area-based hires: Estimated annual on target earnings of $248,000 - $275,000.
• For CA Remote and New York: Estimated annual on target earnings  of $235,000 - $261,000
• For Texas and Colorado: Estimated annual on target earnings  of $225,000 - $250,000

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 make life a little easier and fun!  The below is a description of ou