Sr. Account Executive, Start-ups (Chicago)
CloudFlare, Chicago, Illinois, United States, 60290
Sr. Account Executive, Start-ups (Chicago)
Hybrid
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: Chicago, IL 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
Digital Native AEs at Cloudflare sell into the most innovative companies in North America. In targeting high‑growth, technologically advanced, and venture‑backed companies, AEs are positioned to drive in‑depth product discussions while communicating and demonstrating value quickly to customers. This role within the digital native segment focuses on both the acquisition of prospective Digital Native accounts and the expansion of existing customer 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, across Security, Network, Development and Infrastructure teams.
Key Responsibilities
Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
Be an expert in three unique sales motions; new business acquisition (new customer logos), customer expansion (upsell and cross‑sell Cloudflare solutions), and renewal within your territory.
Build a robust sales pipeline utilizing the four sourcing funnels: AE‑led outbound, BDR, Channel, and Marketing Inbound.
Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion.
Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
Accurately forecast, build 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
5+ years sales experience selling B2B SaaS
Strong B2B discovery skills
Candidates have a point of view of industry trends and are able to customize a client‑centric why‑change narrative
Track record of beating annual targets of $1M+ and successfully managing complex six‑figure deals
Experienced in multithreading into the C‑suite and across an organization to manage a complex sales cycle
Bachelor’s degree required
Software and system skills are a must (SFDC, Tableau, G‑suite, MSFT suite)
Ability to travel up to 25% of the time
Compensation Compensation may be adjusted depending on level and work location.
For Illinois‑based hires: Estimated annual salary of $212,000 – $292,000 (includes on‑target incentive compensation as per Cloudflare’s Sales Compensation Plan)
This 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 This role is eligible to participate in Cloudflare’s equity plan.
Benefits Health & Welfare Benefits
Medical/Rx 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
Short and Long Term Disability 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
Legal and Equal Opportunity Statement 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 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. 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.
#J-18808-Ljbffr
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: Chicago, IL 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
Digital Native AEs at Cloudflare sell into the most innovative companies in North America. In targeting high‑growth, technologically advanced, and venture‑backed companies, AEs are positioned to drive in‑depth product discussions while communicating and demonstrating value quickly to customers. This role within the digital native segment focuses on both the acquisition of prospective Digital Native accounts and the expansion of existing customer 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, across Security, Network, Development and Infrastructure teams.
Key Responsibilities
Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
Be an expert in three unique sales motions; new business acquisition (new customer logos), customer expansion (upsell and cross‑sell Cloudflare solutions), and renewal within your territory.
Build a robust sales pipeline utilizing the four sourcing funnels: AE‑led outbound, BDR, Channel, and Marketing Inbound.
Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion.
Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
Accurately forecast, build 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
5+ years sales experience selling B2B SaaS
Strong B2B discovery skills
Candidates have a point of view of industry trends and are able to customize a client‑centric why‑change narrative
Track record of beating annual targets of $1M+ and successfully managing complex six‑figure deals
Experienced in multithreading into the C‑suite and across an organization to manage a complex sales cycle
Bachelor’s degree required
Software and system skills are a must (SFDC, Tableau, G‑suite, MSFT suite)
Ability to travel up to 25% of the time
Compensation Compensation may be adjusted depending on level and work location.
For Illinois‑based hires: Estimated annual salary of $212,000 – $292,000 (includes on‑target incentive compensation as per Cloudflare’s Sales Compensation Plan)
This 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 This role is eligible to participate in Cloudflare’s equity plan.
Benefits Health & Welfare Benefits
Medical/Rx 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
Short and Long Term Disability 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
Legal and Equal Opportunity Statement 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 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. 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.
#J-18808-Ljbffr