Senior Territory Account Executive, Cloudflare

Northeast

$235-287k

OTE

+ Equity. 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

Tableau

Salesforce

GSuite

Senior and Expert level

New York

Travel up to 25% of the time

Web performance and security platform

Open for applications

Web performance and security platform

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Open for applications

$235-287k

OTE

Tableau

Salesforce

GSuite

Senior and Expert level

New York

Travel up to 25% of the time

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Company mission

Cloudflare's mission is to help build a better Internet that is bold and ambitious.

Job

Company

Role

Who you are

5+ years of direct B2B selling experience
Strong interpersonal communication (verbal and written) and organizational skills
Self-motivated; entrepreneurial spirit
Comfortable working in a fast paced dynamic environment
Bachelor's degree required
Demonstrated analytical and quantitative abilities
Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)

Desirable

5+ years in Software/SaaS/Security Sales & Channel management
Existing relationships and/or strong familiarity of the partner ecosystem in the region that they cover
Understanding of cloud infrastructure ecosystem and cloud security is highly preferred
Experience working in a start-up environment
Ability to travel up to 25% of the time
Technical competence strongly preferred

What the job involves

This role within the mid-market segment focuses on both the acquisition of new Territory accounts, as well as the expansion of existing customer accounts
Within the mid-market segment, you will work a set of accounts in the territory sub-segments
The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams
Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list
Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory
Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies
Developing scalable relationships with target partners, to expand partner ecosystem in a specific region
Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts
Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities
Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates
Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations
As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews
Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers
Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer
Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare

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

Led by a woman

16% employee growth in 12 months

Glassdoor (3.5)

Trustpilot (1.7)

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 HQ

China Basin, San Francisco, CA

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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