Senior Named Account Executive, Cloudflare
Portuguese Speaking
$227-325k
OTE
+ Variable incentive compensation & equity plan
Travel >30% of your time
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$227-325k
OTE
+ Variable incentive compensation & equity plan
Travel >30% of your time
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- We’re looking for a results-driven, highly motivated Account Executives to join our Enterprise Account Team and work with some of the largest companies in Brazil
- 6+ years of experience coupled with proficiency in cybersecurity or cloud networking 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
- Ability to build meaningful relationships quickly
- Be able to demonstrate a positive attitude internally and externally
- Expert at building rapport and owning the room
- Aggressiveness in execution and planning
- Ability to take successes and challenges in stride
- Discipline to work w/o instant gratification
- 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
- Portuguese fluency is required
What the job involves
- This key role will manage a select portfolio of 20-30 enterprise accounts. You’ll be at the heart of Cloudflare’s Go-To-Market (GTM) strategy, directly contributing to the expansion of our customer base and revenue
- In this role, you will leverage the combined strength of all Cloudflare functions to position us as a strategic partner in our customers’ digital transformation journey
- You’ll be responsible for delivering tailored solutions and engagement strategies that exceed expectations and drive growth
- As the key point of contact for senior decision-makers, including C-level executives and technical leaders, you’ll foster lasting business partnerships built on mutual success
- Proactively manage and grow a portfolio of assigned Enterprise 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 deliver GTM guidance on how to better partner with accounts
- This position will require travel >30% of your time to support the business, events and other Cloudflare related activities
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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