About the Role
This role within the mid-market segment focuses on both the acquisition of prospective customers and the expansion of existing customer accounts. You will work with a set of target accounts in Cloudflare's Developer Platform and/or the Commercial sub-segments, targeting companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will possess both a sales and technical background to drive engagement from administrative through executive levels within network operations, development, and technical infrastructure teams.
Key Responsibilities
- 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.
- 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 to identify new sales opportunities.
- Craft and communicate compelling value propositions for Cloudflare Developer Platform services (e.g., performance, scalability, cost efficiency, and developer productivity).
- Drive awareness through regular outbound campaigns on product and feature roadmap updates.
- Effectively scale the territory with partners.
- 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 alongside the Developer Platform where appropriate to maximize value in each 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.
Key Requirements
- Direct B2B sales experience, adept at new business acquisition and account management.
- Experience selling a technical, cloud-based product or service.
- Working knowledge of the cloud infrastructure, application development, and security space.
- Solid understanding of computer networking and Internet functioning.
- Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
- Strong interpersonal communication skills (both verbal and written) and organizational skills.
- Self-motivated with an entrepreneurial spirit.
- Comfortable working in a fast-paced dynamic environment.
- Willingness to travel frequently to visit customers and prospects.
- Bachelor's degree or equivalent professional experience.