Senior Named Account Executive, Salt Lake City

About the role

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 are seeking a highly accomplished and strategic Account Executive to join our Enterprise/Field Sales team. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security). As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare's products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives.

Key facts

What you'll do

You will architect and execute advanced territory and account plans designed to achieve multi-million dollar sales targets and annual quotas, placing a strong emphasis on new business acquisition and expansion within complex enterprise environments. You will lead proactive and strategic pipeline management, demonstrating a sophisticated understanding of sales cycles and customer buying processes while delivering highly accurate forecasts that provide clear insights and strategic guidance to sales leadership. You will develop a profound understanding of customer IT architectures, including applications and third-party technologies, and architect and align Cloudflare Reference Architectures to these environments to drive comprehensive platform solutions. You will orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization, strategically connecting disparate needs to strengthen Cloudflare's platform sale and actively involving and influencing technical C-suite minus one executives. You will set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities, proactively identifying and navigating through situations to address colleague and customer needs and escalating as appropriate to ensure alignment and momentum. You will leverage advanced consultative selling techniques to uncover latent customer needs, frame Cloudflare as the central platform for digital transformation, and build compelling business cases that resonate with executive stakeholders. You will partner with Customer Success and Professional Services to develop tailored onboarding and adoption strategies that reinforce long-term retention and expansion opportunities within strategic accounts. You will synthesize complex technical and business requirements into clear value propositions, utilizing data and customer business outcomes to validate solution fit and justify large-scale investment decisions. You will maintain rigorous documentation of all sales activities, stakeholder maps, and competitive landscapes within the CRM to ensure pipeline integrity, enable seamless collaboration, and provide leadership with accurate, real-time visibility into strategic opportunities.

Requirements

You possess a Bachelor's degree or equivalent practical experience, bringing a foundational level of education to the role. You have at least eight years of progressively responsible experience in enterprise software or technology sales, with a proven track record of managing complex, multi-stakeholder engagements. You have at least eight years of experience selling network and/or security solutions into enterprise customers, demonstrating a consistent ability to navigate intricate procurement and technical evaluation processes. You have at least eight years of experience utilizing Salesforce or a comparable CRM system to manage complex pipelines, forecast accurately, and maintain rigorous opportunity management practices. You have at least eight years of experience leading large, complex deals that span multiple stakeholders and decision-makers, showing an ability to influence without direct authority. You have at least eight years of demonstrated success developing and executing territory and account plans that drive significant new business revenue and expansion within strategic enterprise portfolios. You possess advanced fluency in discussing technical concepts with both technical and executive audiences, ensuring clear and persuasive communication across all levels of the organization. You have a proven history of exceeding demanding sales quotas and achieving or exceeding annual and multi-year growth objectives in fast-paced, high-pressure environments.

Practical notes

Cloudflare is an equal opportunity employer. We are committed to diversity, equity, and inclusion in all aspects of our employment practices. We do not discriminate on the basis of race, color, religion, creed, gender, gender identity or expression, national origin, ancestry, age, citizenship status, veteran status, disability, genetic characteristics, or any other category protected by applicable law. We consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with applicable federal, state, and local law.

Pay transparency statement

Cloudflare participates in Arizona's Equal Pay Opportunity Act, ensuring pay transparency in job postings. Pay for this role is dependent on factors such as location, role, and candidate's skills and experience.

Pay range

No pay range provided in the source.

Benefits

Comprehensive medical, dental, and vision insurance; 401(k) with employer match; paid time off; parental leave; employee assistance program; wellness programs; professional development stipends; and access to Cloudflare's products and services.

Work authorization

You must have the right to work in the United States for this role, and no current or future sponsorship is available for this position.

Application instructions

Apply through Cloudflare's careers site and include a resume and cover letter. Please note that only selected candidates will be contacted for the next steps.