Territory Account Executive – Digital Native Start Ups

Territory Account Executive – Digital Native Start Ups Overview

At Cloudflare, we are dedicated to enhancing the Internet experience for everyone. Our mission is to provide robust protection and acceleration for a wide array of Internet applications, serving clients from individual bloggers to Fortune 500 companies. We operate one of the largest global networks, which continuously improves with each request, ensuring enhanced performance and security for our users.

As a Territory Account Executive focusing on Digital Native Start Ups, you will play a crucial role in driving new business within fast-growing, cloud-native, VC-backed technology firms across the UK and Ireland. This outbound sales position requires a disciplined approach, resilience, and a strong commercial focus. You will manage the entire sales cycle, from account selection and prospecting to solution design, proposal, negotiation, and closing.

Key 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.
• Leverage ecosystem and channel relationships to influence, originate, and accelerate opportunities in startup and digital native segments.

Qualifications:

• 4+ years of B2B new business sales experience, with at least 2 years in a closing role.
• 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) is highly desirable.
• Strong communication and presentation skills.
• High ownership, resilience, and adaptability.
• A disciplined, driven sales professional with high integrity and energy.

Cloudflare is not just a technology company; we are a company with a purpose. We are committed to protecting the free and open Internet and have initiated projects like Project Galileo and the Athenian Project to support journalism and local governments. If you are passionate about making a difference and want to be part of a team that values innovation and collaboration, we encourage you to apply.

Note: Applicants who reach the offer stage may be required to attend an in-person interview at one of our offices. This position may require access to information protected under U.S. export control laws, and any employment offer may depend on your authorization to receive controlled software or technology without sponsorship for an export license.

Degree Requirement: Not Specified

Visa Sponsorship May be