Senior Named Account Executive

About the role

This position involves managing a select group of major North American companies, focusing on building strategic partnerships and driving digital transformation. You will be instrumental in shaping Cloudflare's go-to-market approach for these key accounts. The role requires a proactive approach to identifying and capitalizing on strategic opportunities within a demanding enterprise landscape. Success in this position hinges on the ability to translate complex technical capabilities into clear business outcomes for executive stakeholders. You will act as a trusted advisor, guiding clients through their digital evolution while ensuring alignment with Cloudflare's strategic objectives. The position demands a high level of ownership over the entire sales cycle, from initial engagement to long-term strategic growth initiatives. Collaboration with internal experts is essential to architect solutions that address the specific pain points of large, complex organizations.

Key facts

What you'll do

• Spearhead the cultivation and strategic expansion of relationships with C-level executives and senior technical leaders within a portfolio of approximately 20-30 enterprise accounts.
• Architect and deploy comprehensive account plans designed to uncover business opportunities and propel revenue growth through new sales and strategic expansion within existing client relationships.
• Orchestrate collaboration with internal Cloudflare teams to engineer tailored solutions and guarantee premium customer success for marquee clients.
• Orchestrate the management of complex sales cycles, encompassing precise forecasting, dynamic pipeline management, and the successful closing of deals, while upholding meticulous records within the Salesforce (SFDC) platform.
• Articulate and present Cloudflare's multifaceted value proposition and strategic vision to key decision-makers at all organizational levels.
• Evaluate and analyze client business challenges to formulate advanced security and networking strategies that align with Cloudflare's core capabilities.
• Drive the identification of incremental revenue streams by uncovering unmet client needs and matching them with appropriate Cloudflare product suites.
• Serve as the primary internal advocate for designated accounts, ensuring alignment between client expectations and Cloudflare's service delivery and product roadmap.
• Leverage data-driven insights to refine sales approaches and optimize engagement strategies for maximum impact within target enterprise segments.
• Maintain rigorous standards of documentation and forecast accuracy to facilitate transparent communication with internal stakeholders and leadership.
• Integrate the MEDDPIC sales framework to structure complex deals and validate client pain points, economic buyers, and decision criteria effectively.
• Explore and utilize opportunities for channel partner engagement to amplify reach and deliver comprehensive solutions to end-customers.

Requirements

• Possess a minimum of 6 years of cumulative experience in enterprise sales, demonstrating a deep and practical understanding of cloud networking and security technologies.
• Exhibit a proven track record of consistently meeting and exceeding demanding sales quotas across multiple fiscal periods.
• Master consultative selling methodologies, including expert-level discovery, strategic positioning, complex negotiation, and confident closing techniques.
• Demonstrate a history of successfully building and maintaining robust, trust-based relationships with senior stakeholders and executive leadership.
• Excel at leading cross-functional internal teams, including engineering, product, and support, to ensure seamless alignment with and fulfillment of customer objectives.
• Thrive in a quota-centric environment, showing resilience and discipline in managing high-priority deals and aggressive revenue targets.
• Apply strong analytical skills to interpret complex business problems and translate them into actionable sales strategies and technical requirements.
• Operate effectively with a high degree of autonomy and judgment, making sound decisions in the best interest of both the client and the company.

Nice to have

• Bring prior experience with the MEDDPIC sales framework to structure and de-risk complex enterprise sales cycles.
• Contribute familiarity with channel partner engagement strategies to extend the reach and impact of Cloudflare's go-to-market efforts.

Practical notes

• This role requires you to reside in the Dallas-Fort Worth area.
• Employment may be contingent on authorization to receive U.S. export-controlled technology without sponsorship.