Territory Account Executive - Digital Native Start Ups

Location: London
About the Department:
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real technical problems while driving the revenue that enables us to provide free services to millions globally.
About this Role:
You will be responsible for driving new business with fast-growing, cloud-native, VC-backed technology companies across the UK & Ireland, working closely with founders and senior technical leaders.
This is an outbound, direct sales role requiring strong discipline, resilience, and commercial focus. You will own the full sales cycle - from account selection and prospecting through discovery, solution design, proposal, negotiation, and close.
We are seeking someone who combines strong sales execution with technical credibility, and who is comfortable engaging across Engineering, DevOps, Security, Network, IT, and Infrastructure teams.
Responsibilities:

• Execute sales plans to achieve monthly, quarterly, and annual quota targets
• Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on application security and performance
• Generate and maintain pipeline through proactive outbounding and account engagement
• Partner with BDRs and Marketing to drive demand and awareness
  Research target accounts to understand business models, growth plans, and technical priorities
• Lead discovery to uncover business goals, challenges, and pain points
  Use a consultative approach to align Cloudflare solutions to customer outcomes
• Collaborate with Solution Engineers and Product teams to design tailored solutions
• Deliver clear, compelling presentations and proposals
• Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce
• Manage end-to-end sales cycles with jointly owned customer timelines

Proven ability to leverage ecosystem and channel relationships to influence, originate, and accelerate opportunities in startup and digital native segments
Desirable Skills:

• 4+ years B2B new business sales experience with at least 2 years closing
• Outbound prospecting experience (BDR or full-cycle AE)
• Track record selling to high-growth or VC-backed technology companies
• Experience selling technical, cloud, SaaS, security, or infrastructure solutions
• Working knowledge of cloud infrastructure and modern application architectures
• Experience managing both short and complex sales cycles
• Knowledge of application security (WAF, API security, DDoS) highly desirable
• Strong communication and presentation skills
• High ownership, resilience, and adaptability
• A disciplined, driven sales professional with high integrity and energy