Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.

Headquartered in the U.S., Acquia has been named a top software company by The Software Report and rated a leader by the analyst community. Acquia’s CoE is a Great Place to Work certified organization. We are Acquia. We are building for the future and we want you to be a part of it!

The Enterprise Account Executive, will be tasked to develop, own and handle closing new business in Australia. Responsibilities include ensuring that prospective customers have the best possible experience and finding the right mix of Acquia offerings for their needs. The ideal candidate cultivates deep relationships with prospective customers, partnering with them to resolve their needs and delivering premier service.

The ideal candidate will have deep experience with solution selling of sophisticated enterprise software with preferable background around web development, Cloud/SaaS, Web Analytics, Marketing Automation, Web Content Management or Social Software.

Responsibilities:

• Develop and execute a go-to-market strategy for Acquia's offerings the APJ region.
• Identify and establish relationships with key corporate C-level representatives through prospecting, marketing leads and expansion of existing contacts within accounts
• Build and nurture a strong sales pipeline and forecast, through discovery calls and meetings
• Drive the sales process and handle the contract and approval process of new deals, including brokering on price and getting approvals including contract terms
• Meet or exceed set Quota targets and Key Performance Indicators (KPI’s) for sales based activities
• Completes required reports by deadline, maintains accurate forecast
• Handle all information in Salesforce.com
• Contribute to the development of sales strategy through input of ideas and suggestions to senior management team
• Build awareness for Drupal and Acquia within large Enterprises and System Integrators
• Build and nurture relationships with new and existing Acquia partners

Qualifications:

• History of exceeding quota
• Experience with SaaS technologies. Preferably around website development or Web Content Management
• A clear understanding of current social media capabilities and their impact on businesses of all sizes
• Demonstrated ability to handle both direct and indirect opportunities
• Significant experience in a new business Sales role ideally within a similar start up and high growth organization
• Based in Australia

Attributes:

• Highly motivated, over achiever, great teammate
• A high level of intensity to work with an experienced, motivated leadership team focused on creating a significantly sized company in a short timeframe
• A passion for excellence including an innate desire to build a metric driven business
• Excellent thought leadership traits with the ability to successfully drive fundamental changes in web strategies
• Strong analytical and writing abilities
• Outstanding presentation skills
• Strong work ethic
• Ability to travel

Individuals seeking employment at Acquia are considered without regard to race, color, religion, caste, creed, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. Whatever you answer will not be considered in the hiring process or thereafter.

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

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

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

Available Locations: Remote from Atlanta, GA

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

• 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.

Available Location: Remote from Boston, MA

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

• 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

Available Location: Michigan

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

Available Location: Ohio

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

This is a remote role but the location requirement is the broader Philadelphia area

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

• 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.

Who We are

Electric is on a mission to simplify IT for small businesses everywhere. In the US alone, 99% of companies are small businesses, and we have a huge opportunity to impact how they run by providing a solution that makes managing IT easy (even if you’re not an IT expert)! We do that for almost 1,000 small businesses and over 55,000 users with IT Management Software that makes technical things like device management, application provisioning, cybersecurity policies, employee onboarding, and compliance reporting easy to manage and improve.

Our employees are our most valuable asset. We have a people-first culture that prioritizes inclusion, support, growth, and development. You're not just an employee here; you're an important part of our community and of our mission to simplify IT.

If you want to bring your skills to a highly collaborative team and are passionate about pairing the creative with the analytical, have a flair for testing and experimentation, embody grit, determination, and curiosity, and want to be part of bringing Electric to small businesses across the U.S., read on.

Overview

Are you seeking a career that allows you to develop in one of the world’s fastest-growing companies while having a tremendous impact on that growth? Electric is looking for high ­energy professionals with sound business acumen, a strong technical aptitude and natural sales instincts to join our team as an Associate Account Executive.   

What You'll Do

• You’ll be one of the first points of contact for our prospects, demonstrating the value of Electric
• Establish and manage relationships with key decision makers to drive new customer acquisition
• You’ll own end to end workflows and help evolve our strategy as we continue to grow and expand into new markets
• You’ll be responsible for prospecting, building pipeline and executing on sales engagements that drive top-line growth and expand Electric’s reach 
• You’ll become a product expert and run product demos as well as help build sales playbooks and define our sales motion. 

Who You Are

You have experience with prospecting and a track record of closing new business. You are a creative, passionate, and self­-driven team player.  You are comfortable working in a fast-paced and dynamic environment. Most importantly, you are excited about sales, building an amazing brand, and helping create meaningful change for our growing organization. 

• Experience managing full sales cycles with multiple decision makers
• Experience driving net-new business from lead to close
• You are coachable, flexible, and resilient
• You have strong interpersonal skills and have a glass-half-full mentality
• Self-starter attitude and ability to exercise judgment and solve difficult problems without direct supervision
• You have a builder mentality and thrive in collaborative environments
• Ability to work well with ambiguity and come up with creative solutions to challenges
• Excellent communication skills; ability to effectively lead client meetings and presentations
• Highly organized; ability to handle multiple deadlines simultaneously and prioritize your time
• 1+ years of successful selling experience in a B2B environment
• Familiarity with B2B software and technology is a plus (salesforce, outreach, etc)

Excited about the opportunity, but worried you don’t meet all the requirements? We recognize that people are less likely to apply to jobs where they don’t meet every single qualification.Imposter syndrome can get in the way of meeting spectacular candidates. We encourage you to apply anyway, and give us both the chance to find out if you’re the right candidate for this or other roles! 

Read about working at Electrichereand meet ourleadership team! 

We offer a range of benefits that include: 

• Flexible and generous PTO 
• Mental Wellness Days 
• Volunteer Days
• Medical, Vision, Dental, and Orthadontia Coverage
• 401k 
• ESOP (Employee Stock Option Program)
• Kindbody Membership for Family Planning
• Pre-taxed Commuter Benefits 
• Generous Parental Leave
• Paid medical, family, and military leave
• Short and Long Term Disability 
• Employee Assistance Programs 
• Life Insurance funded by Electric
• Training and career growth 
• Awesome team building events! 

Where?

We are headquartered in NYC, with an office in Denton, TX and remote locations across 24 states. Our largest markets outside of the Tri-State area and Dallas-Fort Worth area are San Diego, Denver, Raleigh. We embrace a hybrid culture and offer opportunities throughout the year for folks to get together in regional markets or at HQ.  With a widely distributed team, we are used to working remotely across different time zones. 

See below to see if you are eligible to work within the 24 states we hire in: Arizona, California, Colorado, Connecticut, Florida, Georgia, Maine, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nebraska, New Jersey, New York, North Carolina, Oklahoma, Oregon, Rhode Island, South Carolina, Tennessee, Texas, Virginia, Wisconsin. 

Standard Working Hours: local timezone, 9:00AM - 6:00PM

We are an equal opportunity employer. 

We are proud to foster a workplace free from discrimination. We strongly believe that diversity of experience, perspectives, and background will lead to a better environment for our employees and a better product for our users. 

We are committed to creating a diverse and inclusive work environment. Electric does not discriminate against candidates or employees because of their sex, race, gender identity, disability, age, sexual orientation, religion, national origin, veteran status or any other protected status under the law.

Accommodations

Electric is committed to providing access, equal opportunities, and reasonable accommodations for individuals with disabilities. To request a reasonable accommodation as part of the recruitment process, please contact: TA@electric.ai. 

Enterprise Account Executive

US (Remote)

Who we are

Are you passionate about innovating at the intersection of technology and personal security? At Pindrop, we recognize that the human voice is a unique personal identifier, increasingly susceptible to sophisticated fraud, including the threat of deepfakes. We're leading the way in developing cutting-edge authentication, fraud prevention, and deepfake detection. Our mission is to provide seamless and secure digital experiences, safeguarding the most personal aspect of our identity: our voice. Here, you'll be part of a team driven by values of Innovation, Customer Advocacy, Excellence, and Impact. We're not just creating a safer digital landscape by fortifying trust and integrity with those we serve, we’re also building a dynamic, supportive workplace where your contributions make a real difference.

Headquartered in Atlanta, GA, Pindrop is backed by world-class investors such as Andreessen-Horowitz, IVP, and CapitalG.

Reporting directly to the Director of Enterprise Sales, the Enterprise Sales Executive will be the primary pursuer of relationships and closer of deals within a territory based on your geographic state. The Enterprise Sales Executive is responsible for developing and executing on both strategic and tactical sales plans.  As a vital member of the US Sales Team, this person is responsible for finding and closing new business within a set of named accounts.

What you’ll do 

• Meeting or exceeding assigned sales quotas and objectives
• Generate and grow new license revenue in assigned accounts and territory
• Utilize solution-selling and value-added, ROI driven methodologies to sell enterprise fraud risk and authentication solutions
• Develop and maintain sales plans and strategy to deliver annual sales targets
• Formulating and executing strategic and tactical plans
• Execute each sales activity in accordance with Pindrop’s sales process which includes opportunity identification and qualification, solution proof of concept, development of business case and ROI, pricing and license development, negotiation and contract signing process
• Working with Pindrop sales engineers and analytical teams to oversee proof of concepts and construct results presentations
• Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce
• Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends and technologies in order to successfully sell
• Ability to present the full solution and conduct product demonstration to customers

Who you are

• You are a self-driven and motivated individual with a goal setting frame of mind
• You are an exceptional communicator
• You are resilient in the face of challenges, change, and ambiguity
• You are optimistic and believe that you can make a problem into a solution
• You are resourceful, excited to uncover innovative solutions and teach yourself something new when needed
• You take accountability, do the things you say you’ll do, under-promise and over-deliver
• You are nimble and adaptable when priorities change and continue to see the “forest through the trees” 

Your skill-set: 

• 3-5+ years of experience in enterprise sales
• Proven record of successful selling, business development, executive level influence, negotiation, and exceptional communication and presence

Success closing license sales deals of 6 figures or more as well as running longer, complex deal cycles consistentlyExperience selling a complex product to executive buyers 

• Ability to qualify a prospects need and/or challenge that can be solved by implementing our product given their budget, timeline, and authority
• Must be able to self-prospect to build qualified pipeline and also work collaboratively with a BDR
• Strong acumen in technology and ability to articulate solution value proposition
• Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions
• Ability to work closely and cross functionally with engineering, marketing and product management as well as experience working with partners and alliances, and other internal stakeholders
• Must possess the appropriate level of math and analytical skill required to construct a financial business case 

What’s in it for you:

As a Pindropper, you join a rapidly growing company making technology more human with the power of voice. You will work alongside some of the best and brightest (no joke…nearly 1 in 3 Pindrop employees has a Ph.D.). We’re a passionate group committed to excellence - but that doesn’t stop us from enjoying the journey as a team with chess and poker tournaments, catered lunches and happy hours, wellness programming, and more. Because we take our jobs seriously, we add in time for rest with Unlimited PTO, Focus Thursday, and Company-wide Rest Days. 

Within 30 days you’ll

• Review Account list with your manager
• Become familiar with Pindrop’s key value propositions
• Market Overview
• Overview and familiarity with the Pindrop Sales Process 

Within 60 days you’llUnderstand a Day in the Life of the Contact CenterUnderstand the high-level workings of Call Flows Get to know your key contacts across multiple departmentsPresent the IVR pitch to your manager and then team Develop at least three new qualified leadsWithin 90 days you’ll

• Develop a forecast for 1H of 2024 and 2H of 2024
• Conduct solo intro meetings with Contact Center Week 
• Build a Business Plan for 2024
• Identify new pipeline >= 3X your quota

What we offer

As a part of Pindrop, you’ll have a direct impact on our growing list of products and the future of security in the voice-driven economy. We hire great people and take care of them. Here’s a snapshot of the benefits we offer:

• Competitive compensation, including equity for all employees
• Unlimited Paid Time Off (PTO)
• 4 company-wide rest days in 2024 where the entire company rests and recharges!
• Generous health and welfare plans to choose from - including one employer-paid “employee-only” plan!
• Best-in-class Health Savings Account (HSA) employer contribution
• Affordable vision and dental plans for you and your family
• Employer-provided life and disability coverage with additional supplemental options
• Paid Parental Leave - Equal for all parents, including birth, adoptive & foster parents
• One year of diaper delivery for your newest addition to the family! It’s our way of welcoming new Pindroplets to the family!
• Identity protection through Norton LifeLock
• Remote-first culture with opportunities for in-person team events
• Recurring monthly home office allowance
• When we need a break, we keep it fun with happy hours, ping pong and foosball, drinks and snacks, and monthly massages!
• Remote and in-person team activities (think cheese tastings, chess tournaments, talent shows, murder mysteries, and more!)
• Company holidays
• Annual professional development and learning benefit
• Pick your own Apple MacBook Pro
• Retirement plan with competitive 401(k) match
• Wellness Program including Employee Assistance Program, 24/7 Telemedicine

What we live by

At Pindrop, our Core Values are fundamental beliefs at the center of all we do. They are our guiding principles that dictate our actions and behaviors. Our Values are deeply embedded into our culture in big and small ways and even help us decide right from wrong when the path forward is unclear. At Pindrop, we believe in taking accountability to make decisions and act in a way that reflects who we are. We truly believe making decisions and acting with our Core Values in mind will help us to achieve our goals and keep Pindrop a great place to work:    

• Audaciously Innovate - We continue to change the world, and the way people safely engage and interact with technology. As first principle thinkers, we challenge standards, take risks and learn from our mistakes in order to make positive change and continuous improvement. We believe nothing is impossible.
• Evangelical Customers for Life - We delight, inspire and empower customers from day one and for life. We create a partnership and experience that results in a shared passion.   We are champions for our customers, and our customers become our champions, creating a universal commitment to one another. 
• Execution Excellence - We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs to deliver quality and effective solutions on time.
• Win as a Company - Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity and celebrate our successes. We are better together. 
• Make a Difference - Every day we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

Not sure if this is you?

We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.

Pindrop is an Equal Opportunity Employer

Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.

#LI-Remote

As part of our expansion of Sales team. Remote is planning to open a number of Account Executive roles through quarters 2/3 of 2024. By applying to this posting, you are registering your interest in a future role at Remote. We will let you know of the outcome of your application, including to let you know we are keeping you in mind for an upcoming role.

What this job can offer you

Sales helps our prospective customers and active customers to fully experience our Global HR Platform! We are the team that responds to incoming queries and helps customers understand how to maximize Remote’s full suite of products to meet their employment needs. We enable them to embody our value of Transparency and we have a fair price guarantee!

This is an exciting time to join Remote and make a personal difference in the global employment space as an Account Executive, joining our Sales Team. This is a pure hunting role as an Account Executive, driving net new business for Remote.

What you bring

Technical capabilities

• Demonstrated ability to initiate and convert prospects, close deals and achieve sales quotas, specifically for net new logos. Experience selling into Japan markets is essential and selling to other additional APAC markets is preferable.
• Ability to confidently make cold calls to build pipelines.
• Success in qualifying opportunities involving multiple key decision-makers.
• Strong problem identification and objection resolution skills, including the ability to handle complex commercial and pricing objections.
• Strong knowledge of sales processes.
• Strong knowledge and abilities in using full tech stack (LI, Salesforce, Zoominfo, LeadIQ, Outreach, Clari, etc)
• Possesses strong operational and sales playbooks to push deals through the sales cycle.
• Previous sales hunting experience or related SaaS sales experience is preferred.
• In-depth understanding of Remote’s services and its position in the industry.
• 1-2 years of Account Executive experience is preferable.
• Excellent verbal and written communication skills.
• Business fluency in English is essential. Additionally, business fluency in an Asian language is preferable.

Desirable characteristics

• Highly self-motivated with ambitions to be in a closing role.
• Self-directed and able to work independently and as an active member of the team.
• Resilience and perseverance with a positive attitude.
• Able to perform under pressure.
• High level of integrity and work ethic.
• Efficient in multitasking, prioritization, and time management.
• Customer-obsessed and clear desire to be in a customer-facing role.

Key Responsibilities

• Create 'Land' opportunity deals that include detailed notes with an accurate close date
• Manage the entire sales cycle from prospecting to closing as a hunter.
• Maintain a clean and current pipeline of volume-based, high-velocity opportunities
• Efficiently present and deliver all information to potential clients
• Proactively answer potential client questions and follow-up call questions in a prompt manner
• Internal collaboration and communication with key departments that support client process, experience, and support
• Close sales deals efficiently while kindly guiding clients through the process
• Meet and exceed sales quota based on role level and manage the entire sales cycle
• Identify new opportunities and manage the entire sales cycle from prospecting to close
• Understands the communication needs of small and mid-sized business customers, and designs solutions to meet those unique business needs.
• Self-generates leads by contacting prospective clients by telephone, cold call premise visits, networking, and industry events.
• Work with other cross-functional teams to ensure customer success.

Practicals

• You'll report to: Sr. Manager, Sales - SMB APAC
• Team: Sales, APAC
• Location: APAC

Amperity is more than just the leading customer data platform — THE PEOPLE bring energy, smarts, and experience from all different backgrounds, reflecting our commitment to diversity, equity, and inclusion. THE TECHNOLOGY is multi-patented, AI-powered customer data management software that we invented to help solve problems that have been frustrating consumer brands for years. THE OPPORTUNITY is to hitch your career to a rocket ship. We're addressing a critical market need: helping hundreds of leading brands make sense of massive amounts of transactional and engagement data so that they can understand their customers and provide experiences that delight while boosting revenue and moving the business metrics that matter. Come help us make it happen!

The Role

Reporting to our VP of Sales, as an Account Executive at Amperity, you will manage complex enterprise sales cycles with some of the most loved consumer brands in the world. You will be responsible for coordinating with Amperity’s internal resources and partners to progress opportunities from pipeline to contract. You will be both an external and internal leader who can drive predictable revenue attainment and market penetration with Amperity’s suite of products. You will have the opportunity to help build the company by identifying growth opportunities,, accelerating pipeline development, and fostering meaningful relationships at target accounts. 

Responsibilities

• Lead Business Development on named Enterprise Accounts 
• Scope, quote, negotiate, and close complex transactions
• Construct, forecast, and manage sales activity and pipeline to meet revenue targets and company goals
• Define and manage Amperity’s sales plan for your named accounts
• Regularly communicate traction, friction, and feedback from the field to drive customer engagements forward
• Strategize with marketing and & BDR on campaigns that drive pipeline growth
• Strategize with the Solution Engineering team to convey technical capabilities & demonstrate how Amperity complements your prospects’ existing technical stack
• Manage daily and weekly activities, pipelines, forecasts, and closed deals to ensure above-quota results based on successful pipeline management
• Partner with cross-functional teams, including marketing, pre-sales, product, professional services, finance, and legal to:
• Identify, document, and address customer pain points through consultative engagements and share feedback regularly with the Amperity Product team
• Establish use cases, with input from Amperity Product and Client Service teams, that align with Amperity capabilities
• Present the value of Amperity software to senior executives across marketing, data, and IT functions
• Mobilize a broad team of Amperity and partner technical domain experts through complex sales cycles and customer needs
• Build strong, long-lasting relationships with Fortune 100 customer stakeholders
• Evangelize Amperity as an Industry Thought Leader:
• Evangelize the Amperity vision through product demonstrations and events, including speaking engagements and tradeshows
• Be a change agent within Amperity - help define new models and processes to grow our business as a holistic team player
• Partner with Amperity Product team to tell and enable new solutions 
• Provide advice to customers & prospects on industry trends, competing and complementary technologies, and best practices for leveraging 1st, 2nd, and 3rd party data

About You

• 8+ years of enterprise sales experience, preferably in a SaaS domain
• Deep understanding of consumer marketing technology and B2B SaaS sales models
• Proven track record of exceeding quota in a high-growth, performance-oriented organization
• Compelling presentation skills with a natural ability to hold strategic conversations at the executive level
• Experience engaging in complex enterprise software sales in competitive markets
• Intellectually curious, analytical mind, & enjoys problem-solving
• Clear & concise communicator with strong verbal and written skills
• Desire to test new approaches and contribute to the broader organization
• Ability to travel for prospective client meetings, conferences, and company meetings. 

Remote Available

Amperity has headquarters in Seattle and NYC. We are also currently hiring in CA, CO, FL, GA, IL, IN, MA, MN, NJ, NY, OH, OR, TX, WA.

Compensation

Base Salary: $150,000. 

Cash Incentives: The on-target earning is $300,000 which includes uncapped commission. Other cash incentives are also available.

Stock Options:  The opportunity for ownership is an exciting part of Amperity’s total compensation package. Every employee at Amperity receives a new-hire equity grant, commensurate with the scope of their position.

Benefits

We offer all the benefits you'd expect from a great place to work: 100% employee healthcare coverage, transportation subsidies, a comfortable work environment with plenty of snacks, and other employee experience perks like events and activities, both in-person and remote. We also offer self-managed PTO and the flexibility to do your best work in the way that works for you. We provide an inclusive environment where you'll be challenged to find and unlock your full potential, surrounded by a team of world-class people driving for excellence. For more details on our benefits, please see our US Benefits & Perks Guide.

Amperity is proud to be an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, sex (including pregnancy, childbirth, and reproductive health choices), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as someone with a disability, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local law.

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