About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
About the Department
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.
About this Role
You will be expected to identify and drive new business with fast growing cloud-native tech companies up to 300 employees in the United States. As an outbound direct sales role, this role demands a deep level of competency, discipline, and resilience when it comes to B2B prospecting in a competitive landscape.
Your responsibilities will encompass the entire sales cycle, starting from account selection, initial outreach, discovery, qualification, solution design, proposal, negotiation and through to closing. This role offers a chance to work with fast growing companies up to 300 employees in the Software, Internet, Media, and Web3 industries, and also with other companies up to 300 employees in other industries that have received funding over the past decade.
We’re seeking an individual with a robust balance of sales skills and technical expertise, capable of engaging with stakeholders at all levels, from junior to executive, across various teams such as Engineering, DevOps, Security, Network, IT, and Infrastructure. If you’re eager to drive meaningful relationships and foster business growth in an exciting, rapidly evolving landscape, this role is for you.
Responsibilities
- Drive and execute sales plans with a focus on consistently achieving monthly, quarterly, and annual quota targets.
- Identify and build a portfolio of high-potential Digital Native - Emerging prospect accounts, leveraging your knowledge of the market and Cloudflare’s value proposition, primarily focused around applications security and performance.
- Build a robust sales pipeline by actively outbounding, engaging, and nurturing key prospect accounts over time.
- Collaborate with BDRs and Marketing to build demand and awareness for Cloudflare’s products and solutions in your portfolio of accounts.
- Continuously educate yourself on emerging trends, technologies, and best practices within the application security and performance industry, and share your knowledge with prospects to position yourself as a trusted advisor.
- Conduct thorough research on your target accounts to gain a deep understanding of their business needs, challenges, and priorities.
- Tailor your messaging and sales approach to each individual prospect and their specific pain points and goals.
- Use data and analytics to track and measure the effectiveness of your sales activities, continuously optimizing your approach and tactics to improve outcomes.
- Utilize a consultative selling approach, asking strategic questions to uncover customer needs and proposing solutions that address those needs.
- Conduct discovery sessions with prospects to understand their business goals, challenges, and pain points related to application security and performance.
- Collaborate with technical experts, including Cloudflare Solution Engineers and Product Managers, to design solutions that meet the unique needs and requirements of each prospect and create maximum value for their business.
- Develop and deliver customized presentations and proposals that demonstrate how Cloudflare’s products and services can address the specific business and technical pain points identified during the discovery phase.
- Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress.
- Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.
Examples of desirable skills, knowledge and experience
- 3+ years of direct new business B2B selling experience, with a minimum of 2 years closing experience
- At least 1 year of direct new business B2B prospecting experience (Outbound BDR or full cycle AE)
- Proven track record of achieving sales targets and quotas, with experience in selling to high-growth, emerging companies
- Experience selling a technical, cloud-based product or service
- Working knowledge of the cloud infrastructure space
- Experience managing both short and longer, complex sales cycles
- Self-motivated and entrepreneurial with a high tolerance for ambiguity and change
- In-depth knowledge of application security is ideal, including web application firewalls (WAFs), API security, and distributed denial-of-service (DDoS) protection
- Familiarity with emerging technologies and trends in the application security and performance industry, such as cloud computing, microservices, and serverless architecture
- Excellent communication and presentation skills, with the ability to communicate complex technical concepts to both technical and non-technical audiences
- Strong analytical and problem-solving skills, with the ability to understand complex technical environments and identify areas for improvement
- Someone who acts with integrity and honesty in all situations
- Be able to demonstrate a positive attitude internally and externally
- Aggressiveness in execution and planning
- Ability to take successes and challenges in stride
- Someone who is bold in their actions and never satisfied with complacency
- A strong will and fortitude to work a plan in the face of challenge
- A business professional who loves the sales profession
- Someone who believes in self-discipline as the key to long term success
Compensation
Compensation may be adjusted depending on work location.
- For Colorado-based hires: Estimated annual salary of $176,000 - $216,000.
- For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $184,000 - $224,000.
- For Bay Area-based hires: Estimated annual salary of $194,000 - $237,000.
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
Financial Benefits
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
Time Off
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person’s, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.
