Territory Account Executive, Cloudflare
Spanish Speaker
Web performance and security platform
Job no longer available
Web performance and security platform
1001+ employees
Job no longer available
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- The ideal candidate possesses a strong blend of sales acumen and technical understanding, enabling them to engage effectively with both technical and non-technical buyers across all levels, from C-suite executives to senior technical decision-makers
- 6+ years of proven experience selling technology solutions in a B2B model, with a minimum of 3+ years selling to large enterprise accounts ($1B - $25B+ in annual revenues)
- Demonstrated track record of consistently meeting and exceeding multi-million dollar quota targets
- Expert Sales Acumen: Proficient in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies
- Strong understanding of computer networking and "how the internet works", with proficiency in Cloud Networking and Security Technology. Technical background in engineering, computer science, or MIS is a plus
- Ability to lead a multidisciplinary team over a long-term account horizon and effectively identify key players in organizations to convert business issues into solutions
- Exceptional interpersonal communication skills (verbal and written), with the ability to build meaningful relationships quickly and confidently engage in business-level outcome conversations with the C-suite
- Self-motivated with an entrepreneurial spirit, comfortable working in a fast-paced, dynamic environment, and possessing the discipline to work without instant gratification
- Proficiency in sales and business software and systems (e.g., Salesforce, Tableau, G-suite, MSFT suite)
- Bachelor's degree required
- Ability to travel as required to engage with key customers and internal teams
- Language Skills: Spanish & English
What the job involves
- We are seeking a highly motivated and experienced Account Executive to join our Sales team. In this role, you will be responsible for driving significant growth by managing and expanding a portfolio of assigned enterprise-level clients, and strategically acquiring new logos
- As an Account Executive, you will demonstrate proficiency in foundational sales activities, including accurate forecasting, proactive pipeline management, and consistently meeting or exceeding attainment targets
- You will be instrumental in helping customers understand the value of our products and services, articulating how they address specific needs and impact customer objectives
- This role requires the ability to understand customer network architectures, map relevant Cloudflare Solutions Plays for successful platform sales, and drive digital innovation within your assigned territory
- Drive Revenue Growth: Develop, execute, and maintain a comprehensive territory and account plan to consistently achieve and exceed quarterly sales targets and annual quotas
- Pipeline Management & Forecasting: Proactively build and manage a robust sales pipeline by leveraging various sourcing funnels (AE-led outbound, BDR, Channel, and Marketing Inbound). Maintain accurate forecasts and report on the status of new and expansion opportunities
- Strategic Account Engagement: Cultivate long-term strategic relationships with key accounts, acting as a trusted advisor to ensure customer adoption, retention, and expansion. Network across different business units to identify and engage new divisional buyers and multi-thread within organizations
- Solution & Platform Selling: Understand customer network architectures and effectively map relevant Cloudflare Solutions Plays to drive successful platform sales. Articulate compelling value propositions for Cloudflare services, demonstrating how our solutions work together to solve specific business initiatives and accelerate digital transformation
- Complex Sales Cycle Navigation: Expertly manage longer, complex sales cycles, including comprehensive contract negotiations. Drive commercial outcomes by running a consistent sales process and establishing jointly owned timelines with customers
- Technical Acumen: Leverage a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion. Engage effectively with technical professionals and communicate the value of Cloudflare's platform, including Cloudflare One and the Connectivity Cloud
- Customer-Centric Approach: Deliver a premium business experience to customers through solutions-oriented selling, empathy, proactiveness, and urgency to deliver value. Understand customer goals and objectives, analyzing where Cloudflare can add value
- Collaboration & Teamwork: Work proactively and collaboratively with Solution Engineers, Channel Account Managers, and other cross-functional teams to manage customer opportunities, share key customer feedback, and improve the overall customer experience. Actively seek to assist the team, share knowledge, and extend your personal network to foster collective success
- Continuous Improvement: Embrace curiosity to learn and grow, leveraging insights to improve outcomes. Actively participate in team meetings, deliver GTM guidance, and share useful themes to help the team understand what worked and did not work
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 over 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.
And impressive third-quarter 2025 results show strong momentum, with revenue rising to $562 million from $430 million a year earlier. The company also raised its full-year guidance, underscoring confidence in continued growth. As demand for secure, cloud-based infrastructure keeps growing, Cloudflare's expanding platform and improving efficiency leave it well positioned to capture further gains in a rapidly growing market.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
- Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
- Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
- Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members' commute to work via public transportation without the extra cost burden.
- Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Co-Founder & Lead Engineer)Lee began 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
(Co-Founder, President & Co-Chair)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
(Co-Founder & CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare in 2009, where he has served as CEO ever since.
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