[Remote] Senior Account Executive, Start-ups (Austin or Chicago)

Note: The job is a remote job and is open to candidates in USA. Cloudflare is on a mission to help build a better Internet, operating one of the world’s largest networks that powers millions of websites. They are seeking a Senior Account Executive to target high-growth, technologically advanced companies, focusing on both the acquisition of new accounts and the expansion of existing ones through consultative sales engagements.ResponsibilitiesDevelop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignmentBe 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 territoryBuild a robust sales pipeline utilizing the four sourcing funnels: AE led outbound, BDR, Channel, and Marketing InboundDevelop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motionCraft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updatesAccurately forecast, build commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiationsAs 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 reviewsNetwork across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyersPosition Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customerOperate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with CloudflareSkills5+ years sales experience selling B2B SaaSStrong B2B discovery skillsCandidates have a point of view of industry trends and able to customize a client centric why change narrativeTrack record of beating annual targets of $1M+ and successfully managing complex six figure dealsExperienced in multithreading into the C-suite and across an organization to manage a complex sales cycleSelf-motivated; entrepreneurial spiritBachelor's degree requiredSoftware and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)Ability to travel up to 25% of the timeBenefitsThis role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.This role is eligible to participate in Cloudflare’s equity plan.Medical/Rx InsuranceDental InsuranceVision InsuranceFlexible Spending AccountsCommuter Spending AccountsFertility & Family Forming BenefitsOn-demand mental health support and Employee Assistance ProgramGlobal Travel Medical InsuranceShort and Long Term Disability InsuranceLife & Accident Insurance401(k) Retirement Savings PlanEmployee Stock Participation PlanFlexible paid time off covering vacation and sick leaveLeave programs, including parental, pregnancy health, medical, and bereavement leaveCompany OverviewCloudflare is a web performance and security company that provides online services to protect and accelerate websites online. It was founded in 2009, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is http://www.cloudflare.com.Company H1B SponsorshipCloudflare has a track record of offering H1B sponsorships, with 15 in 2026, 117 in 2025, 114 in 2024, 66 in 2023, 98 in 2022, 83 in 2021, 37 in 2020. Please note that this does not guarantee sponsorship for this specific role.