Senior Account Executive, Start-ups (NYC OR Boston)

Senior Account Executive, Start-ups (NYC OR Boston) Hybrid Available Locations: NYC OR Boston, MA About the Department Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help our customers adopt Cloudflare and create great Internet‑enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating revenue streams that support free service to millions. About the Role Digital Native AEs at Cloudflare sell into the most innovative companies in North America. In targeting high‑growth, technologically advanced, and venture‑backed companies, AEs are positioned to drive in‑depth product discussions while communicating and demonstrating value quickly to customers. This role focuses on the acquisition of prospective Digital Native accounts as well as the expansion of existing customer accounts. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through senior executive levels, and across Security, Network, Development and Infrastructure teams. Key Responsibilities Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota. Be an expert in three sales motions: new business acquisition, customer expansion (upsell and cross‑sell Cloudflare solutions), and renewal. Build a robust sales pipeline using the four sourcing funnels: AE‑led outbound, BDR, Channel, and Marketing Inbound. Leverage your deep technical understanding to drive a consultative sales motion. Craft and communicate compelling value propositions for Cloudflare services and drive awareness through regular outbound campaigns. Accurately forecast and build commercial outcomes by running a consistent sales process, including contract negotiations. As a trusted advisor, build long‑term strategic relationships with key accounts to ensure customer adoption, retention, and expansion. Network across business units and multi‑thread to identify and engage new divisional buyers. Position Cloudflare's platform in each target customer, including Cloudflare One and the Connectivity Cloud. Operate as an internal liaison with cross‑functional teams to share customer feedback and insights. Requirements 5+ years B2B SaaS sales experience. Strong B2B discovery skills. Ability to provide a client‑centric why‑change narrative based on industry trends. Track record of beating annual targets of $1 M+ and managing complex multi‑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 system tools such as SFDC, Tableau, G‑suite, and MSFT suite. Ability to travel up to 25 % of the time. Compensation Compensation may vary by level and location. For New York City, New Jersey, Washington, DC, and California (excluding Bay Area) based hires, the estimated annual salary range is $234,000 – $321,000. 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. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a comprehensive benefits package that includes: Health & Welfare Benefits Medical/Rx Insurance 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 Time Off Flexible paid time off covering vacation and sick leave Leave programs, including parental, pregnancy health, medical, and bereavement leave Equal Employment Opportunity Statement 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 both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person’s, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require a reasonable accommodation to apply for a job, please contact us at View email address on click.appcast.io. #J-18808-Ljbffr CloudFlare