Senior Enterprise Account Executive
Cloudflare
full-time
Posted on:
Location: District of Columbia, Washington • 🇺🇸 United States
Visit company websiteJob Level
Senior
Tech Stack
CloudTableau
About the role
- Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts.
- Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management; provide visionary insights and strategic guidance that shapes the direction of the sales organization.
- Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), mapping these to customer business models and modern cloud operating models.
- Lead and orchestrate complex customer engagements across numerous business units, apply and manage executive sponsorship programs, and engage with CIOs, CISOs, and CTOs.
- Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities; proactively identify and resolve organizational roadblocks.
- Serve as Cloudflare's leading voice on digital transformation, engage deeply with customers on drivers for change, and identify opportunities within broader market trends.
- Connect themes from across departments and global locations to craft messaging, review performance across multiple organizations, and provide feedback and solutions to enhance organizational performance.
- Define team goals and metrics each quarter, review results rigorously, and address interdependencies and roadblocks to achieve results efficiently.
- Consistently and proactively address internal and external needs, drive urgency across the department and company to offer solutions that optimize efficiency, and challenge the status quo to drive positive change.
Requirements
- 10+ years of expert-level experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with an irrefutable track record of consistently exceeding quota and closing transformative platform deals.
- Unparalleled in-depth knowledge of Cloudflare's entire product suite and the broader security landscape, coupled with the ability to educate both customers and partners at an expert level.
- Mastery in understanding Customer Enterprise Architecture (Business, Data, Applications, Technology) and adept at mapping Cloudflare solutions to complex business models and modern cloud operating environments.
- Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, and CTOs.
- Demonstrated success in leading and orchestrating virtual teams comprising VPs and SVPs to manage and close the most strategic customer opportunities.
- Recognized authority on digital transformation, with a deep understanding of market trends and the ability to strategically position Cloudflare as a critical partner in driving customer innovation.
- Exceptional strategic communication, negotiation, and presentation skills, capable of delivering impactful messaging to the highest levels of customer and internal leadership.
- A visionary leader who consistently makes decisions for the long-term benefit of Cloudflare, even if it means trading off short-term gains.
- Proven ability to define team goals and metrics, drive cross-departmental efficiency, and proactively address roadblocks for optimal results.
- A humble yet assertive leader who consistently challenges the status quo and drives positive, innovative change across the organization.
- Expert-level proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC, etc.).
- Bachelor's degree required, with an MBA or advanced technical degree highly preferred.
- Ability to travel extensively as required to engage with key customers, executive leadership, and internal teams.