Territory Account Executive

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other 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.

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.

About the Role

We are seeking a highly accomplished and Territory Account Executive to join our Territory Sales Team. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos.

As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare's products, features, benefits, and use cases across diverse customer segments.

What You'll Do

• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas.
• Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes.
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies.
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization.
• Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities.
• Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers and the broader market trends influencing these decisions.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives.
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties.
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion.
• Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights.

Examples of Desirable Skills, Knowledge, and Experience

• 5+ years of advanced experience selling complex technology solutions in a B2B enterprise model
• Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies
• Proven ability to deeply understand complex customer IT architectures
• Demonstrated success leading and influencing virtual cross-functional teams
• Exceptional strategic communication and presentation skills
• Advanced negotiation skills
• Expert-level sales acumen
• Authority on digital transformation trends
• Strong coaching and mentorship abilities
• Highly self-motivated, entrepreneurial, and resilient
• Proficiency in advanced sales and business intelligence platforms
• Bachelor's degree required
• Ability to travel

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.

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