Commercial Account Executive - SMB

| Remote
Apply
By clicking Apply Now you agree to share your profile information with the hiring company.

About Us
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. 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!
Available Locations: Remote US, San Francisco, Austin
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.
About this Role
This role within the mid-market SMB segment focuses on both the acquisition of new commercial SMB accounts, as well as the expansion of existing SMB accounts. 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:

  • 4+ years of direct closing B2B selling experience
  • Strong interpersonal communication (verbal and written) and organizational skills
  • Self-motivated; entrepreneurial spirit
  • Comfortable working in a fast paced dynamic environment
  • Bachelor's degree required
  • Demonstrated analytical and quantitative abilities
  • Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)

Examples of desirable skills, knowledge and experience:

  • 3+ years in Software/SaaS/Security Sales & Channel management.
  • Experience working in a predominantly outbound transactional environment.
  • 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.
  • Prior work in a start-up environment ideal.
  • Ability to travel up to 25% of the time.
  • Technical competence strongly preferred.


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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.

Read Full Job Description
Apply Now
By clicking Apply Now you agree to share your profile information with the hiring company.

Technology we use

  • Engineering
  • Product
  • Sales & Marketing
  • People Operations
    • C++Languages
    • GolangLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • SqlLanguages
    • rustLanguages
    • ReactLibraries
    • ConfluenceManagement
    • JIRAManagement
    • SmartsheetManagement
    • SalesforceCRM
    • Google HangoutsCollaboration
    • Google MeetCollaboration

Location

301 N Neil St Suite 440, Champaign, IL 61820

What are Cloudflare Perks + Benefits

Culture
Volunteer in local community
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Employee resource groups
Hybrid work model
Employee awards
Flexible work schedule
Remote work program
Diversity
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity employee resource groups
Cloudflare has many ERGs including Afroflare, Latinflare, Nativeflare, Asianflare, Desiflare, Womenflare, Women in Engineering, Proudflare, Vetflare, and more.
Hiring practices that promote diversity
Health Insurance + Wellness
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Wellness programs
Team workouts
Financial & Retirement
401(K)
Company equity
Employee stock purchase plan
Child Care & Parental Leave
Childcare benefits
Generous parental leave
Family medical leave
Return-to-work program post parental leave
Vacation + Time Off
Generous PTO
We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
Paid volunteer time
As part of Pledge 1%, Cloudflare has committed to donate 1% of our team's time to volunteering. To meet that goal, we offer all employees 3 days additional annual leave to volunteer in their community
Sabbatical
Paid holidays
Paid sick days
Flexible time off
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Relocation assistance
Fitness stipend
Professional Development
Job training & conferences
Lunch and learns
Promote from within
Online course subscriptions available

More Jobs at Cloudflare

Apply Now
By clicking Apply Now you agree to share your profile information with the hiring company.
Learn more about CloudflareFind similar jobs like this