Territory Account Executive, Central Canada

About the role

This role focuses on expanding Cloudflare's enterprise business within Central Canada. You will engage with technical and executive-level contacts across security, network, development, and infrastructure teams. It is an opportunity to build and grow a significant market presence. You will own the end-to-end sales cycle for strategic accounts, driving new customer acquisition and expansion within your designated territory. This position requires a proactive approach to uncover client business problems and position Cloudflare as the core platform for digital protection and performance. You will act as a trusted advisor, translating complex technical concepts into clear business value for diverse stakeholders. Success in this role depends on your ability to manage multiple concurrent opportunities and navigate intricate buying committees. You will leverage data and insights to refine your strategies and consistently exceed assigned revenue targets.

Key facts

What you'll do

Identify and qualify new commercial accounts within Ontario to build a robust pipeline for Cloudflare's Enterprise services.

Develop and execute a multi-year strategic account plan that outlines key targets, messaging, and resource allocation to achieve revenue objectives.

Conduct discovery sessions to deeply understand the technical and business challenges faced by prospective client organizations.

Articulate the comprehensive value proposition of Cloudflare's platform to security, network, development, and infrastructure stakeholders.

Manage the end-to-end contract negotiation process, including commercial terms, legal considerations, and approval workflows.

Establish and maintain long-term, high-trust relationships with key decision-makers and influencers within strategic client accounts.

Ensure consistently high levels of customer satisfaction by acting as an internal advocate for client needs and success metrics.

Build and leverage a robust network of internal and external partners to create demand and support solution selling.

Utilize advanced sales pipeline management techniques to forecast accurately, track progress, and remove obstacles from the sales cycle.

Perform detailed account planning to identify growth opportunities, map stakeholder influence, and tailor engagement strategies for each account.

Execute complex contract negotiations to secure favorable terms while preserving strong, ongoing customer relationships.

Cultivate internal collaboration with product, engineering, and support teams to ensure client solutions are robust and sustainable.

Leverage customer relationship management tools to maintain precise records of all interactions, commitments, and upcoming milestones.

Thrive daily in a fast-paced, evolving environment by demonstrating adaptability, resilience, and a commitment to continuous learning.

Requirements

Hold a Bachelor's degree or possess equivalent professional experience in a related field.

Have a minimum of 3 years of direct, post-sales experience in technical sales roles within the enterprise segment.

Demonstrate a solid, proven understanding of computer networking fundamentals and how the internet operates at scale.

Possess the ability to rapidly learn complex technical concepts, with a demonstrated background in engineering, computer science, or IT being highly preferred.

Exhibit exceptional verbal and written communication skills, coupled with strong organizational abilities and attention to detail.

Be a self-driven individual with a proven entrepreneurial mindset and an intrinsic motivation to achieve ambitious goals.

Thrive effectively in a fast-paced, constantly evolving work environment that demands agility and quick decision-making.

Maintain a professional demeanor and ethical conduct at all times, representing Cloudflare with integrity.

Be capable of managing multiple high-priority tasks and deadlines simultaneously without compromising quality or accuracy.

Willingness to travel domestically within Ontario for client meetings, events, and business development activities as required.

Nice to have

Previous experience selling solutions in areas such as Cyber Security, Networking, Cloud Services, Software as a Service, Infrastructure as a Service, or Platform as a Service.

Prior involvement in selling to enterprise-level clients within the Canadian market or similar regulated environments.

Experience utilizing sales automation and CRM platforms to manage complex deal cycles.

A track record of exceeding previous sales quotas and demonstrating consistent growth year over year.

Practical notes

This role may require authorization to receive technology controlled under U.S. export control laws without sponsorship.

Applicants progressing to the offer stage may be asked to attend an in-person interview at a Cloudflare office or hub.

About the company

Cloudflare operates one of the largest networks in the world, providing security, performance, and reliability services to websites and internet applications. Founded by Matthew Prince, Lee Holloway, and Michelle Zatlyn in 2009, Cloudflare went public on the NYSE in September 2019.