Territory Account Executive, Digital Native

🕒 June 7

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Cloudflare

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2009

🔒 Cybersecurity

☁️ SaaS

📡 Telecommunications

💰 $150M Series E on 2019-03

Cybersecurity • SaaS • Telecommunications

Cloudflare is a company that provides a unified platform known as the "connectivity cloud. " This platform helps businesses enhance security, reduce complexity, and accelerate application and network performance across on-premise, public cloud, SaaS, and the internet. Cloudflare offers products and services aimed at improving IT visibility and control, ensuring application security, and enabling faster app development and performance. The company focuses on security, including systems to reduce vulnerabilities and enhance resilience. Cloudflare is also recognized for its engagement in application services, network services, and enabling secure connections for employees, contractors, devices, networks, apps, and data globally. Additionally, they have significant partnerships and are acknowledged in industry reports for their cloud and edge delivery services capabilities.

📋 Description

• Own and execute a comprehensive territory plan to consistently achieve and exceed sales and revenue targets. • Cultivate long-term strategic relationships with key accounts and partners. Lead executive-level transformation narratives that earn the right to be in the architecture conversation. • Leverage top partners as an extension of the sales team to co-sell alongside where they bring customer relationships, services capability, or procurement leverage. Drive regular forecast & pipeline cadences with top partners. • Understand customer network architectures, the problems that Cloudflare can solve and effectively translate Cloudflare’s solutions to drive successful platform sales, ensuring clients can secure and scale their own AI-driven workloads. • Manage contract negotiations and structure platform-level commercial commitments (multi-year, multi-product, outcome-anchored) rather than point-product deals. • Stay engaged through onboarding, adoption, and the first renewal. Partner with Customer Engineers, Professional Services on a deployment plan with milestones tied to measurable outcomes. • Proactively build and manage a robust sales pipeline by leveraging internal tools, AI-assisted research and pipeline sources (BDR, Channel, Marketing). • Maintain high standards in pipeline discipline, CRM hygiene and forecasting accuracy.

🎯 Requirements

• At least 5 years experience selling technology solutions in high-growth digital native firms. • Demonstrated track record of consistently meeting and exceeding multi-million dollar quota targets. • Proficient in discovery, positioning, competitive selling, negotiation, closing, and multi-threaded land and expand strategies. • Strong understanding of computer networking, cloud security technology, and how enterprise infrastructure adapts to automated data workflows. • Exceptional interpersonal communication skills and value selling skills. • Proficiency in modern sales software, customer data environments, and core systems (e.g., Salesforce, Tableau, G-suite). • Thinks critically rather than reacting, exercises judgment under uncertainty, names risks honestly, shows genuine empathy for customers as people, can point to relationships built over time on trust, and demonstrates visible curiosity in how they prepare, sell, and learn. • Willingness to actively engage with AI tools and experiment. • Ability to travel as required. • Cultural fluency for assigned markets • Cantonese or Mandarin language proficiency is required as you will be working with local Hong Kong customers.

🏖️ Benefits

• Health insurance • 401(k) matching • Flexible work hours