Senior Territory Account Executive, Cloudflare
+ Equity
More information about location
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
+ Equity
More information about location
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- 6+ years experience selling SaaS (Security preferred) to Mid-Enterprise/ Enterprise customers
- New Business & Expansion
- Fast paced environment
- B2B SaaS solution selling
- IT/Cyber Security background
- Technically minded
- Sales oriented team player
- Hunter mentality
- Results driven
- Energy and enthusiasm
- Excellent listener and communicator
- Self-motivated and resilient
- Good organisation and administration skills
- Ability to work under pressure within a fast paced dynamic environment
- Adaptable to change
Desirable
- Passionate about sales: You have a hunger to win and a desire to exceed your targets and reap the rewards
- Strong customer service skills: You put the client first and you do what you say you’ll do
- Personable, resilient and a culture champion: A friendly, warm and professional demeanour will get you far. You celebrate the ups and bounce back quickly from your missteps
- Cool and calm under pressure: The ability to effectively manage competing priorities and solve multiple problems quickly is in your DNA
What the job involves
- The Senior Territory Account Executive position effectively delivers the full sales cycle from prospecting to negotiating and closing sales with new & existing customers in line with business plans
- Identify and progress cross sell opportunities to maximise revenue goals. Selling new products and generating additional sales revenue through effective sales outreach activity
- Implementing agreed call campaigns to potential new customers with the support of aligned Business Development Representatives
- Using Sales frameworks (MEDDPICC or equivalent) to ensure time is spent on the right opportunities
- Identifying new business opportunities using all tools possible
- Meeting and exceeding quarterly sales targets/KPIs
- Creating new pipeline and opportunities
- Driving attendance to customer events program and provide pre and post event follow up support
- Working with the Marketing and Product Specialists’ teams to align campaigns and track performance
- Continually keeping up to date with Cloudflare products and development
- Create and articulate compelling value propositions for Cloudflare services
- Understanding the competitor presence within your territory (UKI)
- Proactively identify sector specific opportunities, suggesting marketing campaigns to support further sales growth
- Develop and execute against a comprehensive account/territory plan
- Ensuring that all customer and sales information is accurately recorded in a timely manner in SFDC
- Following all internal processes to support the customer journey
- Suggesting ideas for continual improvement
- < 25% travel
- Engaging with C-Level decision makers within target companies
Salary benchmarks
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Company benefits
- Minimum 8 weeks of paid parental leave
- Equal opportunity employer
- Unlimited paid time off policy
- Work from home opportunities
- Medical, Dental & Vision Insurance
- Life Insurance, Disability Insurance
- 401(k) plans
- Family planning and fertility program
- Gym discounts
- Commuter Benefits Program
Company values
- Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
- Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
- Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them
Company HQ
China Basin, San Francisco, CA
Articles
Leadership
Lee Holloway
(Lead Engineer)Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(President & COO)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.
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