Senior Majors Account Executive, Cloudflare
$320-350k
OTE
+ Equity plan
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$320-350k
OTE
+ Equity plan
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness
- Demonstrated track record of meeting and exceeding quota
- Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
- Ability to lead a multidisciplinary team over a long term account horizon
- Able to identify key players in organizations and possess the ability to convert business issues into solutions
- Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential
- Clear concise communicator verbally and written
- Ability to build meaningful relationships quickly
- Someone who acts with integrity and honesty in all situations
- Be able to demonstrate a positive attitude internally and externally
- Expert at building rapport and owning the room
- A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried
- Aggressiveness in execution & planning
- Ability to take successes and challenges in stride
- Discipline to work w/o instant gratification
- Self-starter & Entrepreneurial Spirit
- Someone who is bold in their actions and never satisfied with complacency
- A strong will and fortitude to work a plan in the face of challenge
- A business professional who loves the sales profession
- Lastly, the Senior Majors Account Executive should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected
What the job involves
- 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
- Cloudflare is looking for a highly motivated Senior Majors Account Executive seeking a role with the opportunity to help build a GTM working with the largest companies in North America
- This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare
- The Majors Account team will shape and lead Cloudflare’s Go To Market in the F100
- We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts
- Our product and services and our methods of engagement will differentiate and delight our customers
- The Senior Majors Account Executive will interact with both C-level clients and senior Technical Decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers
- Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity
- A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue
- The Senior Majors Account Executive must be expert in identifying business opportunities with customers, developing Major Account Plans, driving execution across functional stakeholders, and closing revenue
- The Senior Majors Account Executive should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties
- The Senior Majors Account Executive will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers
- The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources
- Proactively manage and grow a portfolio of assigned Majors Account level clients
- Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota
- Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business
- Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives
- Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value
- Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress
- Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure
- Organize and deliver executive level presentations, proposals, commercial terms with Customers
- Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives
- Build and maintain relationships with channel partners to establish joint value propositions and Customer value
- Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts
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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