Senior Account Executive, Startups (San Francisco)

ABOUT THE ROLE Cloudflare is a mission-driven company that aims to build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code. As a Senior Account Executive, Startups, you will play a key role in helping our customers adopt Cloudflare and create great Internet-enabled experiences. WHAT YOU'LL DO As a Senior Account Executive, Startups, you will be responsible for developing, executing, and maintaining your territory plan to exceed quarterly sales targets and annual quota assignment. You will be an expert in three unique sales motions: new business acquisition, customer expansion, and renewal within your territory. You will build a robust sales pipeline utilizing the four sourcing funnels: AE-led outbound, BDR, Channel, and Marketing Inbound. You will develop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motion. You will craft and communicate compelling value propositions for Cloudflare services, drive awareness through regular outbound campaigns on product and feature roadmap updates, and accurately forecast, build commercial outcomes by running a consistent sales process. You will also build long-term strategic relationships with key accounts, evaluate usage trends, and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. WHAT YOU'LL NEED To be successful in this role, you will need 5+ years of sales experience selling B2B SaaS, strong B2B discovery skills, and a point of view on industry trends. You will also need a track record of beating annual targets of $1M+ and successfully managing complex six-figure deals. You will be self-motivated, entrepreneurial, and have a Bachelor's degree. Proficiency in software and system skills such as SFDC, Tableau, G-suite, and MSFT suite is a must. Ability to travel up to 25% of the time is also required. WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere while still being part of a dynamic and mission-driven team. You will have the opportunity to work with a talented team of professionals who are passionate about building a better Internet. BENEFITS 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. This role is also eligible to participate in Cloudflare's equity plan. Additionally, Cloudflare offers a competitive estimated annual salary range of $234,000 - $336,000, depending on level and work location, as well as a comprehensive benefits package.