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For Companies At a Glance
- Tasks: Drive new business with fast-growing tech companies and manage the full sales cycle.
- Company: Join Cloudflare, a mission-driven tech company building a better Internet.
- Benefits: Enjoy a hybrid work environment, competitive salary, and opportunities for professional growth.
- Why this job: Make an impact in the tech world while working with innovative startups.
- Qualifications: 3+ years in B2B sales, experience with cloud solutions, and strong communication skills.
- Other info: Be part of a diverse team committed to inclusivity and personal development.
The predicted salary is between 36000 - 60000 £ per year.
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.
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!
Location: London
About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real technical problems while driving the revenue that enables us to provide free services to millions globally.
About this Role
You will be responsible for driving new business with fast-growing, cloud-native, VC-backed technology companies across the UK & Ireland, working closely with founders and senior technical leaders. This is an outbound, direct sales role requiring strong discipline, resilience, and commercial focus. You will own the full sales cycle - from account selection and prospecting through discovery, solution design, proposal, negotiation, and close.
We are seeking someone who combines strong sales execution with technical credibility, and who is comfortable engaging across Engineering, DevOps, Security, Network, IT, and Infrastructure teams.
Responsibilities
- Execute sales plans to achieve monthly, quarterly, and annual quota targets
- Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on application security and performance
- Generate and maintain pipeline through proactive outbounding and account engagement
- Partner with BDRs and Marketing to drive demand and awareness
- Research target accounts to understand business models, growth plans, and technical priorities
- Lead discovery to uncover business goals, challenges, and pain points
- Use a consultative approach to align Cloudflare solutions to customer outcomes
- Collaborate with Solution Engineers and Product teams to design tailored solutions
- Deliver clear, compelling presentations and proposals
- Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce
- Manage end-to-end sales cycles with jointly owned customer timelines
- Proven ability to leverage ecosystem and channel relationships to influence, originate, and accelerate opportunities in startup and digital native segments
Qualifications
- 3+ years B2B new business sales experience with at least 2 years closing
- Outbound prospecting experience (BDR or full-cycle AE)
- Track record selling to high-growth or VC-backed technology companies
- Experience selling technical, cloud, SaaS, security, or infrastructure solutions
- Working knowledge of cloud infrastructure and modern application architectures
- Experience managing both short and complex sales cycles
- Knowledge of application security (WAF, API security, DDoS) highly desirable
- Strong communication and presentation skills
- High ownership, resilience, and adaptability
- A disciplined, driven sales professional with high integrity and energy
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: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries 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: In 2017, we created the 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. Since the project, we’ve provided services to more than 425 local government election websites in 33 states.
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’s the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses ever, 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 or via mail at 101 Townsend St. San Francisco, CA 94107.
Territory Account Executive - Digital Native Start Ups employer: CloudFlare
Contact Detail:
CloudFlare Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Territory Account Executive - Digital Native Start Ups
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out to potential contacts on LinkedIn. You never know who might help you land that dream job!
✨Tip Number 2
Prepare for those interviews! Research Cloudflare and understand their mission and values. Be ready to discuss how your skills align with their goals, especially in relation to digital native start-ups. Show them you’re not just another candidate!
✨Tip Number 3
Practice your pitch! Whether it’s a casual chat or a formal interview, being able to clearly articulate your experience and how it relates to the role is key. Keep it concise but impactful – you want to leave a lasting impression!
✨Tip Number 4
Don’t forget to follow up! After an interview or networking event, shoot a quick thank-you email. It shows your appreciation and keeps you fresh in their minds. Plus, it’s a great opportunity to reiterate your interest in the role!
We think you need these skills to ace Territory Account Executive - Digital Native Start Ups
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the role. Highlight your experience with B2B sales and any technical knowledge you have that aligns with Cloudflare's mission. We want to see how you can bring value to our team!
Show Your Passion: Let your enthusiasm for technology and the Internet shine through in your application. Share any personal projects or experiences that demonstrate your commitment to building a better Internet. We love seeing candidates who are genuinely excited about what we do!
Be Clear and Concise: When writing your application, keep it straightforward and to the point. Use bullet points where possible to make your achievements stand out. We appreciate clarity and want to quickly understand how you fit into our vision.
Apply Through Our Website: Don’t forget to submit your application through our official website! This ensures that your application gets to the right people and helps us keep track of all candidates. We can’t wait to hear from you!
How to prepare for a job interview at CloudFlare
✨Know Your Stuff
Before the interview, dive deep into Cloudflare's products and services. Understand how they work, especially in relation to application security and performance. This will not only help you answer technical questions but also show your genuine interest in the role.
✨Showcase Your Sales Skills
Prepare specific examples from your past experiences that highlight your sales execution and ability to close deals. Be ready to discuss how you've successfully managed both short and complex sales cycles, particularly with high-growth or VC-backed companies.
✨Engage with Empathy
Cloudflare values curiosity and empathy. During the interview, demonstrate your ability to understand customer pain points and how you can align solutions to meet their needs. Use a consultative approach in your responses to show you’re not just about selling, but about solving problems.
✨Practice Your Presentation
Since you'll need to deliver clear and compelling presentations, practice explaining Cloudflare’s solutions in a concise and engaging manner. Consider doing mock presentations with friends or colleagues to refine your delivery and ensure you can communicate effectively under pressure.
