Cloudflare

Account Executive

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Engage in account mapping sessions with partners, including training new partners on our technology and GTM strategies.
• Developing scalable relationships with target partners, to expand partner ecosystem in a specific region.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast 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, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Senior Territory Account Executive, Phoenix, Denver, Salt Lake City

• Drive sales into commercial accounts across Indonesia and Malaysia for Cloudflare’s solutions
• Engage in

Territory Account Executive

• Executive-Level Strategic Revenue Leadership: 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.
• Precision Forecasting & Pipeline Mastery: 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.
• Enterprise Architecture & Business Model Expertise: Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models. Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model.
• C-Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales. Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs.
• Cross-Functional Leadership & Influence: 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, leveraging company-wide learnings to ensure the most efficient delivery.
• Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities). Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions.
• Organizational Communication & Feedback: Connect themes from across departments and global locations to craft critical, crystal-clear messaging. Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization’s performance. Deliver challenging news within a constructive learning context.
• Long-Term Strategic Impact: Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit. Build trust by openly sharing learnings and modeling Cloudflare's highest expectations and standards.
• Define Goals & Drive Efficiency: Play a key role in defining team goals and metrics each quarter, rigorously reviewing results. Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency.
• Company-Wide Innovation & Problem Solving: Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency. Constructively and humbly challenge the status quo to drive positive change and innovation company-wide, leveraging new insights for continuous iteration.
• Inclusive Leadership & Future-Proofing: Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems, contributing significantly to the greater good of Cloudflare.

Senior Major Account Executive

• Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets
• Lead proactive and strategic pipeline management efforts
• Develop a profound understanding of customers' IT architectures
• Orchestrate and manage multiple complex customer engagements simultaneously
• Set clear direction and lead a virtual team of in-GEO specialists
• Act as an authority on digital transformation
• Articulate highly compelling, strategic value propositions for Cloudflare's services
• Expertly lead and navigate complex contract negotiations
• Build long-term, executive-level strategic relationships
• Consistently focus on the long-term needs of the team and the business.

Senior Named Account Executive

• Cloudflare is looking for highly motivated Named Account Executives seeking a role with the opportunity to help build a GTM working with some of the largest companies in North America.
• This position will manage a focused set of ~20-30 accounts with $1B -$25B in annual revenues.
• The AE will interact with both C-level clients and senior technical decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers.
• Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity.
• A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue.
• The AE must be expert in identifying business opportunities with customers, developing Enterprise Account Plans, driving execution across functional stakeholders, and closing revenue.
• The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources.
• The AE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Full-stack Engineer

• You will use cross-platform frameworks along with platform-native languages & APIs to implement user-friendly apps that run on desktop and mobile platforms.
• You will also use Rust alongside platform-native languages and APIs to implement high-performance networking code for both our mobile and desktop apps.
• You will be expected to lead the design and implementation of major development projects, working closely with our product managers, designers and other teams to implement customer-impacting features.
• You will work on stimulating problems born out of the scale of our deployment, and the stringent quality, performance, and security requirements of our product.

Senior Software Engineer – Client Mobile and Desktop Apps

Security Operations

• Vital leader of the Security Incident Response team overseeing all operations around the Globe.
• Incident Response Oversight: Providing oversight to security incidents from detection to resolution, continuously looking to improve rapid response capabilities.
• Team Optimization and Agile Learning: Ensure optimal staffing and resourcing, focusing on continuous skill development and career progression within an agile security environment.
• Resource and Vendor Management: Working with Security leadership to ensure tooling and resources are available to incident response teams.
• Performance Engineering: Guide team performance, ensuring adherence to established SOPs and best practices in security integration.
• Strategic Communication Protocols: Manage communication protocols during incidents, ensuring clarity and timeliness.
• Cross-Functional Collaboration: Facilitate collaboration across Product, Infrastructure, SREs, GRC, ensuring cohesive incident response strategy.
• Continuous Process Improvement: Regularly refine incident response processes, incorporating the latest advancements for enhanced agility.
• Strategic Leadership for Scalability: Provide visionary leadership, ensuring operational scalability and efficiency in line with business needs.
• Team Development in a Security-Focused Culture: Cultivate a high-performance team, enhancing capabilities through training and development.
• Incident Documentation and Process Automation: Oversee incident documentation, refining response playbooks and guidelines with a focus on automation in security processes.
• Security Technology Management: Govern the development and maintenance of security tools, emphasizing integration in existing security pipelines.
• KPI-Driven Performance Assessment: Implement and monitor Key Performance Indicators to evaluate and improve incident response effectiveness.
• On-Demand Operational Readiness: Maintain readiness for critical incident management outside standard hours, integrating on-call responsibilities.

Director, Global Security Incident Response

Account Manager

• Lead the charge in helping the world’s most influential content owners navigate the transition from a search-first to an AI-first ecosystem.
• Develop the core value proposition for Cloudflare’s AI products, specifically anchored in the 'Three Cs': Control (over bot access), Compensation (fair value for data), and Credit (proper attribution).
• Lead deep-dive research into the challenges facing premium publishers, using those insights to influence both marketing campaigns and the product roadmap.
• Oversee the creation of high-fidelity collateral—from technical 1-sheeters and web experiences to social-first 'sizzle' content that cuts through the noise.
• Represent Cloudflare at the world’s most influential stages (Davos, SXSW, Cannes) to advocate for the protection and growth of human-generated content.

Strategic Partnerships Director, Content & AI Ecosystem

Solutions Engineer

• Identifying customer initiatives and business challenges, and subsequently mapping them to appropriate Cloudflare solutions.
• Building technical champions and strong relationships within customer accounts.
• Leading demonstration and proof-of-concept activities for both prospects and customers.
• Developing and presenting customer presentations tailored for all organizational levels within an Enterprise Customer's organization.
• Demonstrating and sharing Cloudflare expertise with peers through the creation of professional content, including white papers, blog posts, and other knowledge-sharing activities.
• Representing and evangelizing Cloudflare externally with thought leadership and expertise at Developer, Community, Technology, Cybersecurity, and Industry-focused events.
• Applying in-depth vertical knowledge or domain expertise to advise on best practices.

Senior Solutions Engineer, Enterprise Accounts

• Manage a select portfolio of 20-30 enterprise accounts.
• Directly contribute to the expansion of our customer base and revenue.
• Deliver tailored solutions and engagement strategies that exceed expectations and drive growth.
• Foster lasting business partnerships built on mutual success.

Senior Enterprise Account Executive

• Be responsive to customer escalations, bug reports, and product feedback, and participate in pager duty for our production systems.
• Efficiently and reliably deliver high-quality software that meets the performance requirements of Cloudflare’s systems.
• Address complex and subtle issues on our platform, which may require debugging across multiple systems, languages, and datastores.
• Maintain clear written communication across a range of platforms as part of a globally distributed team (from US West Coast to UK) and across a range of different engineering and support teams.

Software Engineer, Workers Observability

Procurement

• Join our Procurement team for a comprehensive, 360-degree rotation across the entire procurement lifecycle.
• Learn how we identify vendors, conduct RFPs (Request for Proposals), and negotiate the best value for the business.
• Work with the Contracts team to oversee the entire Contract Lifecycle Management (CLM) process, including intake, contract review and negotiation, signatures, and archiving.
• Support the end to end Procure-to-Pay process, including requisition and PO creation, supplier onboarding, and invoice coordination.
• Gain hands-on experience in Digital Transformation by mastering how to bridge the gap between business strategy and AI development.
• Identify automation opportunities through real-world stakeholder interviews, translate those needs into technical requirements for IT teams, and manage a project lifecycle from start to finish.
• As part of our company-wide AI initiative, you will be tasked with identifying an efficiency bottleneck within the procurement lifecycle.

Procurement Strategy & Operations Intern

• Spend Dashboard Development: Consolidate and clean large sets of purchasing data to build interactive dashboards. You will help visualize Who, What, and Where we spend to identify cost-saving opportunities. • Contract Performance Tracking: Analyze the Cycle Time of our end to end procurement process & build a tracking dashboard. • Process Bottleneck Analysis: Identify stages in the procurement process that cause delays and provide data-backed suggestions on how to speed them up. • Data Integrity: Audit and scrub procurement databases to ensure all information is accurate, categorized correctly, and up to date.

Procurement Analyst Intern

• Audit top-tier vendors to ensure compliance with our latest MSA (Master Service Agreement), DPA (Data Processing Addendum), and DSA (Data Security Agreement).
• Identify gaps in our governing agreements and launch formal workflows to remediate risk.
• Participate in negotiation strategy sessions for new and renewing vendors.
• Review complex legal documents for risk and compliance alignment.
• Initiate outreach and manage communications with vendor legal teams.
• Provide regular status updates to the Procurement and Legal leadership.
• Present a "State of the Contract Landscape" report to the Procurement team, highlighting risks mitigated and AI-driven efficiencies gained.

Procurement Intern

• Develop and execute upon Sales strategy/plan for Korea
• Drive sales in Korea to achieve revenue targets
• Create & articulate compelling value propositions for Cloudflare services
• Manage contract negotiations
• Maintain a robust sales pipeline
• Recruit, develop and work with partners to extend reach & drive adoption
• Ensure customer satisfaction