Senior Account Executive, Startups (SoCal)

Cloudflare · Distributedsenior

In short

▸Vendes soluciones técnicas de seguridad y rendimiento de Cloudflare a startups de alto crecimiento en SoCal.
▸Días típicos: construir pipeline, hacer demostraciones técnicas, negociar contratos y desarrollar relaciones con equipos técnicos y ejecutivos.
▸Destacado: buscan candidatos con instinto técnico y curiosidad AI-native para resolver problemas del Internet que otros ignoran.

Fluent English required for customer engagement and internal collaboration.

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What they ask for

✓Título universitario o experiencia equivalente.
✓Experiencia demostrable en ventas B2B, especialmente en tecnologías o SaaS.
✓Capacidad para comunicar valor técnico a audiencias técnicas y ejecutivas.
✓Habilidad comprobada en gestión de pipeline y logro de cuotas.
✓Conocimiento profundo de productos de seguridad, red o desarrollo (como CDN, DDoS, DNS, etc.).
✓Excelentes habilidades de comunicación y negociación en inglés.

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About Us 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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations • Los Angeles, CA About the Role Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. Digital Native AEs at Cloudflare sell into the most innovative companies in North America. In targeting high-growth, technologically advanced, and venture-backed companies, AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers. This role within the digital native segment focuses on both the acquisition of prospective Digital Native accounts, as well as the expansion of existing customer accounts. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams. Responsibilities • Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment. • Be 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 territory. • Build a robust sales pipeline utilizing the four sourcing funnels: AE led outbound, BDR, Channel, and Marketing Inbound. • Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motion. • Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates. • Accurately forecast, build commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations. • As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retent

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