Greenhouse Cloudflare - Extra large
Account Executive - Platform Sales
About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million Internet properties, for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.
What you'll do
You'll drive new business by identifying, qualifying, and closing platform accounts for Cloudflare’s full set of services. Platforms are Cloudflare sales prospects and customers that deliver a SaaS, cloud, or hosting service to their end customers and would benefit by integrating via API with Cloudflare’s technology. The ideal candidate will possess both a sales and technical background that enables them to drive engagement with customer network operations, development, product management and technical infrastructure teams. You will employ both a ‘hunter’ and a ‘farmer’ mindset i.e. proactively penetrate target prospect accounts, while leveraging relationships with existing customers and working cross-functionally with product management, customer success and solution engineering to identify and execute on upsell opportunities within these accounts.
Additional responsibilities will include:
- Carry & exceed individual quarterly quotas, primarily on a direct basis but also via overlay where you are helping other account execs close platform customers
- Lead contract negotiations and close sales agreements
- Build a robust sales pipeline
- Develop long-term strategic relationships with platform accounts and manage them on an on-going basis for the purposes of customer satisfaction and upsells
- Be technically curious and understand how Cloudflare technology fits into a platform customer’s infrastructure
- Understand the needs, roadmaps, and purchase cycles of the customers/prospects in your pipeline. Through these interactions, work with Cloudflare Product Management to evolve the road map to deliver premier products to this segment.
- Work cross-functionally internally with customer success, solution engineering, product management, and engineering to deliver a high level of service to your customers
Examples of desirable skills, knowledge and experience
- 4+ years experience selling technology solutions in a B2B model
- Direct experience selling network security and/or CDN solutions and services preferred
- Bachelor's degree required
- Track-record of exceeding quota
- Desire to orchestrate and close large, complex deals
- Strong interpersonal communication (verbal and written) and organizational skills
- Technical competence and understanding of web performance, security, and “how the internet works”
- Intuition for people with an ability to cultivate relationships easily
- Self-motivated; entrepreneurial spirit
- Ability to excel in a fast-paced, always-on, highly ambiguous start-up environment
- Track record of collaborating effectively with different functional areas to get the job done
- Product managers and engineers at customers and internally at Cloudflare love working with you, as much as you do with them
- Interest in continuously learning and asking for help when needed
Compensation
Compensation may be adjusted depending on work location. For Colorado-based hires: Estimated annual salary of $225,000 - $275,000.
This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range in Colorado includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
Equity
This 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 Insurance
- Dental 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
Financial Benefits
- Short and Long Term Disability Insurance
- Life & Accident 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
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
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. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
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