Senior Account Executive, Startups (SoCal) - Cloudflare

About Cloudflare

Cloudflare is on a mission to help build a better Internet. We power millions of websites and Internet properties, protecting and accelerating them without requiring hardware or software changes. We are looking for builders who value curiosity over bureaucracy and want to solve complex Internet-scale problems.

About the Role

As a Senior Account Executive for the Digital Native segment, you will sell into the most innovative, high-growth, and venture-backed companies in North America. You will drive in-depth product discussions, manage complex sales cycles, and act as a trusted advisor to technical professionals and C-suite executives.

Responsibilities

• Territory Management: Develop and execute a territory plan to exceed quarterly and annual quotas.
• Sales Motions: Expertly manage new business acquisition, customer expansion (upsell/cross-sell), and renewals.
• Pipeline Building: Utilize AE-led outbound, BDR, Channel, and Marketing Inbound funnels.
• Consultative Selling: Leverage deep technical understanding to craft compelling value propositions.
• Forecasting: Run a consistent sales process, including accurate forecasting and contract negotiations.
• Relationship Building: Multi-thread across business units to identify new buyers and ensure long-term customer retention.
• Cross-functional Collaboration: Act as a liaison to share customer feedback and insights with internal teams.

Requirements

• 5+ years of B2B SaaS sales experience.
• Proven track record of beating annual targets of $1M+ and managing complex six-figure deals.
• Strong discovery skills and the ability to customize a client-centric "why change" narrative.
• Experience multithreading into the C-suite and across large organizations.
• Self-motivated with an entrepreneurial spirit.
• Bachelor's degree required.
• Proficiency in SFDC, Tableau, G-Suite, and MSFT Suite.
• Ability to travel up to 25% of the time.

Compensation & Benefits

• Salary: $234,000 - $321,000 (includes on-target incentive compensation).
• Equity: Eligible to participate in Cloudflare’s equity plan.
• Benefits: Comprehensive health, dental, and vision insurance, 401(k) retirement plan, employee stock participation, flexible PTO, and parental leave.