Senior Territory Account Executive, San Francisco

Cloudflare Sales RoleThis 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.Key Responsibilities: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.Requirements:3+ years of direct B2B selling experienceStrong interpersonal communication (verbal and written) and organizational skillsSelf-motivated; entrepreneurial spiritComfortable working in a fast paced dynamic environmentBachelor's degree requiredDemonstrated analytical and quantitative abilitiesSoftware and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)Examples of desirable skills, knowledge and experience: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.Compensation:Compensation may be adjusted depending on work location.For Bay Area-based hires: Estimated annual salary of $244,000 - $336,000This 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.Equity: The role is eligible to participate in Cloudflare's equity plan.Benefits:Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.Health & Welfare Benefits:Medical/Rx InsuranceDental InsuranceVision InsuranceFlexible Spending AccountsCommuter Spending AccountsFertility & Family Forming BenefitsOn-demand mental health support and Employee Assistance ProgramGlobal Travel Medical InsuranceFinancial Benefits:Short and Long Term Disability InsuranceLife & Accident Insurance401(k) Retirement Savings PlanEmployee Stock Participation PlanTime Off:Flexible paid time off covering vacation and sick leaveLeave programs, including parental, pregnancy health, medical, and bereavement leave