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28d
Promoted

Enterprise Business Development Representative

BrilliantUnited States Remote
B2B

Brilliant is hiring a Remote Enterprise Business Development Representative

We are looking for an experienced Enterprise Business Development Representative with a vision for how to build an outbound sales function and a bias for action. As we newly embark on creating this outbound prospecting and lead development arm of Brilliant, you will be responsible for first stepping into the newly created role of outbound BD (or Business Development) and honing it, creating a repeatable process, and working closely with the existing BD team to generate opportunities within Enterprise prospects, and customers.

You will sell Brilliant’s corporate gifting and branded merch platform to companies of all sizes, from 200 employee startups to 10,000 person global corporations. Within every organization, there are typically 5-7 buying centers who can benefit from working with Brilliant Brilliant. We support employees who own gifting in HR, Sales, Marketing, Brand, Procurement and more (there are so many fish in the sea!). This role will be a blend of prospecting into existing Enterprise customers and net new prospects. For new prospects, you will be responsible for generating opportunities and working closely with our Enterprise BD leader to move deals through the pipeline.

In this role, you will:

  • Help to define and monitor the necessary inputs to achieve targets for the BDA team
  • Identify potential market opportunities, develop target prospecting account lists, and work with lead generation partners to build prospect lists, run initial warming campaigns
  • Generate and qualify leads through various channels, including cold calling, email campaigns, events, and subcontracted lead generation services
  • Keep the pipeline full of qualified prospects and convert those prospects into handoffs
  • Create and execute plans to nurture leads that are not ready to purchase and re-engage leads that were previously warm

Important points of collaboration:

  • With our Enterprise BD Director to prioritize the highest value prospects and collaborate on a plan of attack
  • With our VP of Sales to build a repeatable process so we can intelligently grow this team
  • With our Marketing team to develop compelling prospecting and lead engagement presentations and to inform and support prospecting efforts from Marketing
  • With our Client Services team to ensure successful project handoffs that convert to revenue and satisfied clients
  • With our Product team to to fully understand our platform offerings to help determine who to prospect and what information will be more compelling to those audiences

About you:

  • You have 2-5+ years of experience in B2B sales, with a proven track record of success
  • You have experience proactively prospecting into large organizations
  • You are comfortable with ambiguity and adapting to process that changes as progress is measured
  • You’re willing – nay, eager! – to get your hands dirty at first (no job too small!) until you can justify scaling your team by delivering results
  • You are focused maniacally on selling – your main passion is pursuing revenue, not org-building
  • You’re an xperienced user of growth technology (SFDC systems, productivity tools and marketing automation tools)

Experience: 2-5+ years experience working with a B2B sales organization

Education Required: Bachelor’s from an accredited college or university

Base: $70,000 + $30,000 incentive comp (starting incentive comp expected for hitting quotas)

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+30d
Promoted

Application Developer

agile ● sql ● Dynamics ● Design ● c++ ● .net

Centre Technologies is hiring a Remote Application Developer

Application Developer - Centre Technologies - Career PageSee more jobs at Centre Technologies

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18m

Manual QA (English Speaking)

IntegritasAnywhere in Brazil, BR Remote
agile ● Design ● mobile ● qa

Integritas is hiring a Remote Manual QA (English Speaking)

Location: Brazil - 100% Remote

Type: Full time, Contract

About Integritas:

Integritas Solutions has been providing sound technology solutions for our clients for over 14 years. We work with a broad base of industries, which allows us to offer expertise in many different domains, technology stacks, and integrations. We design, develop, and support a wide range of products for our clients, including mobile and web-based application design, development, solution architecture, and quality assurance, to promote scalable products that solve the business needs of our clients.

This is an English speaking position and you must be able to clearly communicate with both clients and the team.

To be successful you need:

  • 3+ years of experience in Manual Testing
  • Working knowledge of architectural patterns, such as, Page Objects, Commander and Factory
  • Background testing Internet Applications using popular containers such as IIS, JBoss, Tomcat
  • Experience in test cases in black and white box techniques, planning and execution.
  • Must have a background testing Banking Applications
  • Ability to work with a globally distributed team in a collaborative environment
  • Experience working with Agile

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1h

Solutions Engineer - Zero Trust

CloudflareRemote US
Design ● azure ● c++ ● AWS

Cloudflare is hiring a Remote Solutions Engineer - Zero Trust

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! 

What you'll do as a Zero Trust Solutions Engineer

You will work with our clients to understand their business needs and understand their current applications landscape and access architecture with the goal of helping them develop a security posture that meets their needs while also keeping their employees and assets safe according to the most recent standards in cyber security. You will do this with the technological solutions in the Cloudflare One product portfolio, which encompasses different Zero Trust offerings, including our cutting edge Remote Browser Isolation and email security solutions. 

You will work closely with our Account Executives (AEs); generalist SEs, as well as every other team at Cloudflare, from Sales and Product to Engineering and Customer Support. 

Responsibilities

You serve as a trusted advisor to our customers; helping them find the best solution for their business needs with Cloudflare One.

  • Guide qualified prospects through the Solution Design and Proof of Concept stages of sales engagements; showing them the key capabilities of the Cloudflare One portfolio
  • Work with your Sales Partners to consistently achieve Pipeline and Revenue goals
  • Understand our customers IT landscape and security requirements and develop an architecture for our customers to support their business needs
  • Articulate the benefits of the Cloudflare One product portfolio vs competing solutions
  • Promote retention by capturing and communicating gaps in product or features

Skill Requirements

  • Curiosity and Learning Agility
  • Minimum 3 years of prior Technical Sales, Systems Engineering, or related experience
  • Experience interacting with senior level/executives to communicate a message of network and security transformation
  • Familiar with trends in cyber security (e.g. RAT/trojans, malware, ransomware, phishing, adware, cryptomining, spam, botnets, info stealing, scareware)
  • Fundamental understanding of customer network and application architectures. 
  • Technical curiosity and passion: Cloudflare is at the cutting edge of internet technology. It’s incumbent on us to stay up to date not only with Cloudflare’s specific products, but with industry trends.
  • Detailed understanding of workflow from user to application including hybrid architectures with Azure, AWS, GCP.
  • SASE concepts and Zero Trust Networking architectures
  • Secure Web Gateway, CASB, DLP, DNS, DNS over HTTPS
  • IdP/authentication, SAML, OTP
  • SaaS application integration and tenant controls
  • VPN and remote access challenges
  • SIEM and log analytics platforms 
  • Client OS fundamentals and software distribution
  • Ability to jump in with hands-on configuration when needed
  • Ability to manage a project, work to deadlines, and prioritize between competing goals

Other desirable skills areas include:

  • Routing, subnetting, split tunnels. SD-WAN, local internet breakout
  • End user and application security risks - DDoS, malware, phishing, viruses
  • Knowledge of competitive market  around CDN providers, Web application Firewall, Remote access solutions, Next generation Firewalls, CASB solutions , DDOS mitigations solutions, SD-WAN solutions , Secure Gateway solutions 
  • Ideally knowledge of Cloudflare ZTNA solutions such as Teams, Access, Gateway, and Browser Isolation

Compensation

Compensation may be adjusted depending on work location.

  • For Colorado-based hires: Estimated annual salary of $181,000 - $221,000.
  • For New York City-based and California (excluding Bay Area) and Washington hires: Estimated annual salary of $183,000- $223,000.
  • For Bay Area-based hires: Estimated annual salary of $193,000 - $235,000

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

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1h

Marketing Analytics Intern, Regional Programs (Summer 2024)

CloudflareHybrid or Remote
marketo ● tableau ● B2B ● salesforce ● c++

Cloudflare is hiring a Remote Marketing Analytics Intern, Regional Programs (Summer 2024)

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(s) Available: Austin, US

About the Role

Cloudflare is seeking a Marketing Analytics Intern for our Regional Programs team with a passion for B2B marketing and an interest in developing and executing data-driven marketing strategies. This intern will work on our Americas field marketing team, focusing on analyzing campaign performance, and industry best practices. The successful candidate will have a strong interest in analyzing and improving marketing campaign performance, channel mix, and will be eager to learn industry standards and best practices for optimizing ROI.

Responsibilities

  • Current university student in Analytics, Marketing, Business, Economics, or other quantitative fields
  • Monitor the performance of all Americas marketing programs, including events, paid social, display, content syndication, webinars and other marketing channels.
  • Analyze attributed pipeline, efficiency (ROI), and conversion of each marketing channel. 
  • Conduct in-depth analysis into ‘time-to-pipeline’ for various marketing channels.
  • Research industry standards for various KPIs, such as MQL and MQL to pipeline conversion to establish benchmarks and identify gaps in current processes.
  • Establish standardized reporting to be leveraged by field marketers and programs team to understand the impact of various programs and make recommendations for optimizing pipeline and ROI.
  • Document Cloudflare’s workflows, data orchestration, and stakeholders involved in the sales funnel to help flag bottlenecks.
  • Partner with our field marketing, programs, and campaigns teams to understand the execution and measurement of campaigns through various channels (email, display, paid social, webinars, etc.) and surface feedback. 

Requirements

  • Interest in B2B marketing for a technical buyer and audience. Basic understanding of cloud technology is a bonus.
  • Familiarity with account-based marketing and digital marketing channels.
  • Willingness to learn Salesforce, Marketo, Tableau, 6sense, Demandbase, Contentful, and other demand gen tech stack tools.
  • Strong analytical skills with the ability to monitor and evaluate marketing performance data.
  • Excellent written and stellar presentation skills.
  • Curiosity and eagerness to learn about industry standards, KPIs, and best practices.

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

Apply for this job

1h

Mid Market Account Executive (Canada)

Bachelor's degree

Cloudflare is hiring a Remote Mid Market Account Executive (Canada)

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! 

Available Locations: This is a Remote Role that can be hired in British Columbia, Canada; Ontario, Canada; Ottawa, Canada

About the Department

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.  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. 

What you'll do

You'll drive new business by identifying and qualifying target Commercial accounts for Cloudflare’s Enterprise service plan. This is a great opportunity for a Sales Professional to help build the business at Cloudflare Canada. You will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams.  

Responsibilities

  • Develop and execute against a comprehensive account/territory plan
  • Increase sales in a defined territory and/or account list to achieve revenue targets
  • Create and articulate compelling value propositions for Cloudflare services
  • Manage contract negotiations
  • Maintain a robust sales pipeline
  • Develop long-term strategic relationships with key accounts
  • Ensure customer satisfaction
  • Develop and maintain partner relationships as it relates to customer base

Requirements

  • Bachelor's degree or equivalent experience
  • Minimum 3 years of direct technical sales experience
  • Experience selling solutions related to Cyber Security, Networking, Cloud Solutions, SaaS, IaaS, PaaS is a plus  
  • Mid to advanced understanding of computer networking and “how the internet works”
  • Aptitude for learning complex technical concepts/terms (technical background in engineering, computer science, or IT strongly desired)
  • Strong interpersonal communication (verbal and written) and organizational skills
  • Self-motivated; entrepreneurial spirit
  • Comfortable working in a fast paced, dynamic environment

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

Apply for this job

1h

Enterprise Account Executive - Wisconsin

6 years of experience ● c++

Cloudflare is hiring a Remote Enterprise Account Executive - Wisconsin

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! 

Available Location: Wisconsin or Chicago


What you'll do

Cloudflare is looking for highly motivated Enterprise 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 Enterprise Account team will shape and lead Cloudflare’s Go To Market.

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

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 Enterprise Account Executive should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties. The AE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources. Lastly, the AE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Enterprise Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Enterprise Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the AE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Teammate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

  • Proactively manage and grow a portfolio of assigned Enterprise level clients.
  • Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
  • Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
  • Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
  • Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
  • 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.
  • Organize and deliver executive level presentations, proposals, commercial terms with Customers.
  • Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
  • Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
  • Participate in team meetings and deliver GTM guidance on how to better partner with accounts.

Examples of desirable skills, knowledge and experience

  • Minimum 6 years of experience coupled with proficiency in Cloud Networking and Security Technology with industry awareness.
  • Demonstrated track record of meeting and exceeding quota.
  • Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand).
  • Ability to lead a multidisciplinary team over a long term account horizon.
  • Able to identify key players in organizations and possess the ability to convert business issues into solutions.
  • Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
  • Ability to build meaningful relationships quickly.
  • Someone who acts with integrity and honesty in all situations.
  • Be able to demonstrate a positive attitude internally and externally.
  • Expert at building rapport and owning the room.
  • Aggressiveness in execution and planning.
  • Ability to take successes and challenges in stride.
  • Discipline to work w/o instant gratification.
  • 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.

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

Apply for this job

1h

Sales Leader Enterprise Sales, Southern CA

B2B ● Design ● c++

Cloudflare is hiring a Remote Sales Leader Enterprise Sales, Southern CA

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! 

About the Role

Our North America Enterprise Segment is investing in our Great Lakes Region go to market team to grow Cloudflare’s market share with large ($1B+ annual revenue) customers and prospects. Cloudflare has had great success bringing Fortune 1000 companies onto our platform and this team will do that with more focus, faster pace and higher long term growth expectations.

What you'll do

We are looking for an experienced Regional Sales Leader to help us invest and grow the Southern, CA with responsibility for driving Cloudflare's revenue and brand awareness in the region. Based in the Southern CA area, the Regional Sales Leader will require both strategic and hands-on leadership to build out the go-to-market strategy, manage and grow the sales team, market structure and partner strategy. In this role you will be asked to actively work with clients, partners and field sales reps to sell and close deals while building out the region.

Additional responsibilities will include:

  • Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market strategies.  
  • programs (sales, customer success, solutions engineering, business development, support and field marketing).
  • Serve as the local point person for all functions regarding executive relationships, key partnerships and account management.
  • Grow and build Southwest team and drive the local hiring needs by working with global functional leadership and recruiting resources.
  • Design, build and execute strategies for the Great Lakes Region in collaboration with regional and global functional leaders.
  • Represent Cloudflare as the single point of contact for all Regional operational concerns, ensuring proper and timely escalation and resolution.
  • Ensure that corporate policy and regulatory initiatives are consistently applied and followed by team members.
  • Outstanding leadership - inspire interpersonal effectiveness, develop talent and effect change. Willing and able to be a “doer” and “influencer”.
  • Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.
  • Represent Cloudflare as appropriate at external conferences, media and PR events.

Examples of desirable skills, knowledge and experience

  • 10+ years of direct B2B selling experience, selling to large enterprise accounts. 
  • 10+ years of direct sales management experience leading an enterprise field sales team.
  • Thorough and deep understanding and knowledge of IaaS, computer networking and network security services. 
  • Extensive experience managing longer, complex enterprise sales cycles.
  • Strong aptitude for learning technical concepts/terminology (technical background in engineering, computer science or MIS a plus).
  • Experience selling into $1B+ Financial Services, Retail, Industrial, Energy, Media and other companies.
  • Strong leadership, presentation, interpersonal communication (verbal and written) and organizational skills.
  • Comfortable working in a fast paced dynamic environment.

Compensation

The total compensation range for this position based in CA is $350,000-$410,000.

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

Apply for this job

1h

Strategic Enterprise Account Executive (Atlanta)

c++

Cloudflare is hiring a Remote Strategic Enterprise Account Executive (Atlanta)

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: Remote from Atlanta, GA

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.

What you'll do

Cloudflare is looking for a highly motivated Strategic Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare.The Strategic Account team will shape and lead Cloudflare’s Go To Market in the F100. 

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The Strategic 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 Strategic AE must be expert in identifying business opportunities with customers, developing Strategic Account Plans, driving execution across functional stakeholders, and closing revenue. The SAE should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties.  The SAE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources.  Lastly, the SAE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Strategic Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Strategic Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the SAE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Be a TeamMate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

  • Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
  • Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
  • Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
  • Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
  • Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
  • 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.
  • Organize and deliver executive level presentations, proposals, commercial terms with Customers.
  • Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
  • Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
  • Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts

Examples of desirable skills, knowledge and experience

  • Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness
  • Demonstrated track record of meeting and exceeding quota
  • Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
  • Ability to lead a multidisciplinary team over a long term account horizon
  • Able to identify key players in organizations and possess the ability to convert business issues into solutions.
  • Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
  • Clear concise communicator verbally and written
  • Ability to build meaningful relationships quickly
  • Someone who acts with integrity and honesty in all situations
  • Be able to demonstrate a positive attitude internally and externally
  • Expert at building rapport and owning the room
  • A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried.
  • Aggressiveness in execution & planning
  • Ability to take successes and challenges in stride
  • Discipline to work w/o instant gratification
  • Self-starter & Entrepreneurial Spirit
  • 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

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

Apply for this job

1h

Strategic Enterprise Account Executive (Boston)

c++

Cloudflare is hiring a Remote Strategic Enterprise Account Executive (Boston)

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: Remote from Boston, MA

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.

What you'll do

Cloudflare is looking for a highly motivated Strategic Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare.The Strategic Account team will shape and lead Cloudflare’s Go To Market in the F100. 

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The Strategic 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 Strategic AE must be expert in identifying business opportunities with customers, developing Strategic Account Plans, driving execution across functional stakeholders, and closing revenue. The SAE should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties.  The SAE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources.  Lastly, the SAE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Strategic Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Strategic Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the SAE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Be a TeamMate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

  • Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
  • Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
  • Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
  • Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
  • Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
  • 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.
  • Organize and deliver executive level presentations, proposals, commercial terms with Customers.
  • Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
  • Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
  • Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts

Examples of desirable skills, knowledge and experience

  • Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness
  • Demonstrated track record of meeting and exceeding quota
  • Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
  • Ability to lead a multidisciplinary team over a long term account horizon
  • Able to identify key players in organizations and possess the ability to convert business issues into solutions.
  • Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
  • Clear concise communicator verbally and written
  • Ability to build meaningful relationships quickly
  • Someone who acts with integrity and honesty in all situations
  • Be able to demonstrate a positive attitude internally and externally
  • Expert at building rapport and owning the room
  • A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried.
  • Aggressiveness in execution & planning
  • Ability to take successes and challenges in stride
  • Discipline to work w/o instant gratification
  • Self-starter & Entrepreneurial Spirit
  • 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

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

Apply for this job

1h

Strategic Enterprise Account Executive (Michigan)

c++

Cloudflare is hiring a Remote Strategic Enterprise Account Executive (Michigan)

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: Remote from Michigan

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.

What you'll do

Cloudflare is looking for a highly motivated Strategic Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare.The Strategic Account team will shape and lead Cloudflare’s Go To Market in the F100. 

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The Strategic 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 Strategic AE must be expert in identifying business opportunities with customers, developing Strategic Account Plans, driving execution across functional stakeholders, and closing revenue. The SAE should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties.  The SAE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources.  Lastly, the SAE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Strategic Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Strategic Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the SAE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Be a TeamMate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

  • Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
  • Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
  • Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
  • Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
  • Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
  • 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.
  • Organize and deliver executive level presentations, proposals, commercial terms with Customers.
  • Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
  • Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
  • Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts

Examples of desirable skills, knowledge and experience

  • Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness
  • Demonstrated track record of meeting and exceeding quota
  • Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
  • Ability to lead a multidisciplinary team over a long term account horizon
  • Able to identify key players in organizations and possess the ability to convert business issues into solutions.
  • Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
  • Clear concise communicator verbally and written
  • Ability to build meaningful relationships quickly
  • Someone who acts with integrity and honesty in all situations
  • Be able to demonstrate a positive attitude internally and externally
  • Expert at building rapport and owning the room
  • A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried.
  • Aggressiveness in execution & planning
  • Ability to take successes and challenges in stride
  • Discipline to work w/o instant gratification
  • Self-starter & Entrepreneurial Spirit
  • 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

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

Apply for this job

1h

Strategic Enterprise Account Executive (New Jersey)

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Cloudflare is hiring a Remote Strategic Enterprise Account Executive (New Jersey)

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: Remote from New Jersey

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.

What you'll do

Cloudflare is looking for a highly motivated Strategic Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare.The Strategic Account team will shape and lead Cloudflare’s Go To Market in the F100. 

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The Strategic 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 Strategic AE must be expert in identifying business opportunities with customers, developing Strategic Account Plans, driving execution across functional stakeholders, and closing revenue. The SAE should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties.  The SAE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources.  Lastly, the SAE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Strategic Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Strategic Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the SAE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Be a TeamMate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

  • Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
  • Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
  • Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
  • Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
  • Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
  • 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.
  • Organize and deliver executive level presentations, proposals, commercial terms with Customers.
  • Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
  • Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
  • Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts

Examples of desirable skills, knowledge and experience

  • Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness
  • Demonstrated track record of meeting and exceeding quota
  • Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
  • Ability to lead a multidisciplinary team over a long term account horizon
  • Able to identify key players in organizations and possess the ability to convert business issues into solutions.
  • Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
  • Clear concise communicator verbally and written
  • Ability to build meaningful relationships quickly
  • Someone who acts with integrity and honesty in all situations
  • Be able to demonstrate a positive attitude internally and externally
  • Expert at building rapport and owning the room
  • A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried.
  • Aggressiveness in execution & planning
  • Ability to take successes and challenges in stride
  • Discipline to work w/o instant gratification
  • Self-starter & Entrepreneurial Spirit
  • 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

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 1.1.1.1to 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 commitmentand 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 athr@cloudflare.comor via mail at 101 Townsend St. San Francisco, CA 94107.

See more jobs at Cloudflare

Apply for this job

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