Description
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.
In this role, you will be responsible for driving significant growth by landing and expanding a portfolio of assigned customers in the Digital Native territory for Indonesia. The ideal candidate possesses a strong blend of sales acumen and technical understanding, enabling them to engage effectively with both technical and non-technical buyers.
As an Account Executive, you will drive revenue velocity by utilizing foundational sales data layers for accurate forecasting, proactive pipeline management, and consistently exceeding attainment targets. You are the kind of operator who uses AI as a force multiplier every day, cares more about customer outcomes than job boundaries, and demonstrates curiosity, judgment, and high agency.
Role Responsibilities
- Own and execute a comprehensive territory plan to consistently achieve and exceed sales and revenue targets.
- Cultivate long-term strategic relationships with key accounts and partners. Lead executive-level transformation narratives that earn the right to be in the architecture conversation.
- Leverage top partners as an extension of the sales team to co-sell alongside where they bring customer relationships, services capability, or procurement leverage. Drive regular forecast & pipeline cadences with top partners.
- Understand customer network architectures, the problems that Cloudflare can solve and effectively translate Cloudflare’s solutions to drive successful platform sales, ensuring clients can secure and scale their own AI-driven workloads.
- Manage contract negotiations and structure platform-level commercial commitments (multi-year, multi-product, outcome-anchored) rather than point-product deals.
- Stay engaged through onboarding, adoption, and the first renewal. Partner with Customer Engineers, Professional Services on a deployment plan with milestones tied to measurable outcomes.
- Proactively build and manage a robust sales pipeline by leveraging internal tools, AI-assisted research and pipeline sources (BDR, Channel, Marketing).
- Maintain high standards in pipeline discipline, CRM hygiene and forecasting accuracy.
Required Experience
- Bachelor's degree required.
- Experience selling technology solutions in high-growth technology firms.
- Demonstrated track record of consistently meeting and exceeding multi-million dollar quota targets.
- Proficient in discovery, positioning, competitive selling, negotiation, closing, and multi-threaded land and expand strategies.
- Strong understanding of computer networking, cloud security technology, and how enterprise infrastructure adapts to automated data workflows.
- Exceptional interpersonal communication skills and value selling skills.
- Proficiency in modern sales software, customer data environments, and core systems (e.g., Salesforce, Tableau, G-suite).
- Thinks critically rather than reacting, exercises judgment under uncertainty, names risks honestly, shows genuine empathy for customers as people, can point to relationships built over time on trust, and demonstrates visible curiosity in how they prepare, sell, and learn.
- Willingness to actively engage with AI tools and experiment.
- Ability to travel as required.
- The portfolio for this role consists of customers based in Indonesia. Proficiency in Bahasa Indonesia to communicate with these customers would be an added bonus.
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released.