Senior Account Executive, Startups (Bay Area)

Senior Account Executive, Startups (Bay Area) Hybrid Cloudflare is on a mission to help build a better Internet. Our network powers millions of websites, from individual bloggers to Fortune 500 companies, by protecting and accelerating any Internet application online without adding hardware, installing software, or changing a line of code. Available Locations: San Francisco, CA About the Department Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations help our customers adopt Cloudflare and create great Internet‑enabled experiences. About this Role Digital Native AEs sell into the most innovative North American companies, focusing on acquisition and expansion of Digital Native accounts. The ideal candidate brings sales and technical background to engage technical professionals through to senior executives across Security, Network, Development, and Infrastructure teams. Key Responsibilities Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment. Be an expert in three unique sales motions: new business acquisition, customer expansion, and renewal within your territory. Build a robust sales pipeline utilizing the four sourcing funnels: AE‑led outbound, BDR, Channel, and Marketing Inbound. Develop and strategically leverage deep technical understanding of Cloudflare’s solutions to drive a consultative sales motion. Craft and communicate compelling value propositions, and drive awareness through regular outbound campaigns. Accurately forecast, build commercial outcomes, and run a consistent sales process including contract negotiations. As a trusted advisor, build long‑term strategic relationships with key accounts, ensuring adoption, retention, and expansion. Network across business units, multi‑threading to identify and engage new divisional buyers. Position Cloudflare’s platform—including Cloudflare One and the Connectivity Cloud—to realize its full potential for each customer. Operate internally as a liaison with cross‑functional teams to share key customer feedback and insights. Requirements 5+ years B2B SaaS sales experience. Strong B2B discovery skills. Proven ability to customize a client‑centric narrative around industry trends. Track record of beating annual targets of $1M+ and managing complex six‑figure deals. Experience multithreading into the C‑suite and across an organization to manage a complex sales cycle. Bachelor’s degree required. Proficiency with software and systems: SFDC, Tableau, G‑suite, MSFT suite. Ability to travel up to 25% of the time. Compensation Salary ranges may vary by level and location. The estimated annual base salary ranges are: California (excluding Bay Area): $234,000 – $321,000 Bay Area (San Francisco): $244,000 – $336,000 In addition, eligible for incentive compensation as per Cloudflare’s Sales Compensation Plan and equity participation. Benefits Medical, Rx, Vision insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming benefits On‑demand mental health support and Employee Assistance Program Global Travel Medical Insurance Short and Long Term Disability Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan Flexible paid time off covering vacation and sick leave Parental, pregnancy health, medical, and bereavement leave Equal Employment Opportunity Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in diversity and inclusiveness. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, or any other basis protected by law. Cloudflare is an AA/Veteran/Disabled Employer and provides reasonable accommodations to qualified individuals with disabilities. #J-18808-Ljbffr CloudFlare