Senior Enterprise Account Executive, Cloudflare
$320-350k
OTE
+ Equity Plan + ESPP
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$320-350k
OTE
+ Equity Plan + ESPP
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- 10+ years of expert-level experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with an irrefutable track record of consistently exceeding quota and closing transformative platform deals
- Unparalleled in-depth knowledge of Cloudflare's entire product suite and the broader security landscape, coupled with the ability to educate both customers and partners at an expert level
- Mastery in understanding Customer Enterprise Architecture (Business, Data, Applications, Technology) and adept at mapping Cloudflare solutions to complex business models and modern cloud operating environments
- Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, and CTOs
- Demonstrated success in leading and orchestrating virtual teams comprising VPs and SVPs to manage and close the most strategic customer opportunities
- Recognized authority on digital transformation, with a deep understanding of market trends and the ability to strategically position Cloudflare as a critical partner in driving customer innovation
- Exceptional strategic communication, negotiation, and presentation skills, capable of delivering impactful messaging to the highest levels of customer and internal leadership
- A visionary leader who consistently makes decisions for the long-term benefit of Cloudflare, even if it means trading off short-term gains
- Proven ability to define team goals and metrics, drive cross-departmental efficiency, and proactively address roadblocks for optimal results
- A humble yet assertive leader who consistently challenges the status quo and drives positive, innovative change across the organization
- Expert-level proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC, etc.)
- Bachelor's degree required, with an MBA or advanced technical degree highly preferred
- Ability to travel extensively as required to engage with key customers, executive leadership, and internal teams
What the job involves
- We are seeking an exceptionally accomplished and visionary Sr. Enterprise Account Executive to join our Enterprise/Field Sales team
- In this expert-level role, you will be the driving force behind Cloudflare's most strategic customer engagements, leading the charge in securing and expanding critical platform sales within focused accounts
- The ideal candidate possesses unparalleled sales leadership, a profound grasp of enterprise architecture across all four pillars (business, data, applications, technology), and the ability to articulate how Cloudflare seamlessly integrates into modern cloud operating models
- As a Sr. Enterprise Account Executive, you will demonstrate the highest level of sales proficiency, ensuring highly accurate forecasting, strategic pipeline management, and consistently exceeding attainment targets
- You will be a recognized subject matter expert, providing in-depth education to customers and partners alike on Cloudflare’s extensive product ecosystem and its place within the broader security landscape
- This role demands the ability to apply executive sponsorship programs, actively engaging with CIOs, CISOs, and CTOs, and leading virtual teams that include VPs and SVPs to navigate and close complex, transformative opportunities
- You will shape our customers' digital transformation journeys, identifying opportunities within broader market trends and positioning Cloudflare as their indispensable strategic partner
- Executive-Level Strategic Revenue Leadership: Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts
- Precision Forecasting & Pipeline Mastery: Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management
- Provide visionary insights and strategic guidance that shapes the direction of the sales organization
- Enterprise Architecture & Business Model Expertise: Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models
- Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model
- C-Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales
- Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs
- Cross-Functional Leadership & Influence: Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities
- Proactively identify and resolve organizational roadblocks, leveraging company-wide learnings to ensure the most efficient delivery
- Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities)
- Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions
- Organizational Communication & Feedback: Connect themes from across departments and global locations to craft critical, crystal-clear messaging
- Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization’s performance
- Deliver challenging news within a constructive learning context
- Long-Term Strategic Impact: Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit
- Build trust by openly sharing learnings and modeling Cloudflare's highest expectations and standards
- Define Goals & Drive Efficiency: Play a key role in defining team goals and metrics each quarter, rigorously reviewing results
- Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency
- Company-Wide Innovation & Problem Solving: Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency
- Constructively and humbly challenge the status quo to drive positive change and innovation company-wide, leveraging new insights for continuous iteration
- Inclusive Leadership & Future-Proofing: Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems, contributing significantly to the greater good of 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
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 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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