Senior Digital Native Named Account Executive, SoCal

ABOUT THE ROLE We are seeking a Digital Native Account Executive to join our sales team at Cloudflare. As a key member of our team, you will be responsible for selling Cloudflare's innovative solutions to high-growth, technologically advanced, and venture-backed companies in North America. This role requires a strong sales and technical background, enabling you to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development, and Infrastructure teams. WHAT YOU'LL DO As a Digital Native Account Executive, 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. Your key responsibilities will include: - Building a robust sales pipeline utilizing four sourcing funnels: AE-led outbound, BDR, Channel, and Marketing Inbound - Developing and strategically leveraging a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion - Crafting and communicating compelling value propositions for Cloudflare services - Accurately forecasting and building commercial outcomes by running a consistent sales process - Building long-term strategic relationships with key accounts to ensure customer adoption, retention, and expansion - Positioning Cloudflare's platform in each of your target customers to realize our full potential in every customer - Operating internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare 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 - A point of view on industry trends and the ability to customize a client-centric why change narrative - A 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-motivation and an entrepreneurial spirit - A Bachelor's degree - Software and system skills, including SFDC, Tableau, G-suite, and MSFT suite - Ability to travel up to 25% of the time WHY REMOTE This role is based in Los Angeles, CA, and offers the opportunity to work in a dynamic and innovative environment. As a Digital Native Account Executive, you will be part of a team that is passionate about helping customers solve real, technical problems while creating revenue streams that help the company provide free service to millions in our community. 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. For California-based hires, the estimated annual salary is $269,000 - $329,000, which may be adjusted depending on work location.