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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Location: This is a remote role but the location requirement is that you reside in Las Vegas, NV What you'll do Cloudflare is looking for highly motivated Named 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 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. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and 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 at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . See yourself at Twilio Join the team as Twilio’s next Strategic Account Executive 4 for our Retail Vertical! About the job This position is needed to lead relationships with our enterprise Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing Twilio’s communications business across your assigned customers. As a Strategic Account Executive, you will drive highly analytical and consultative sales cycles with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses. This role is highly cross functional, and your success will depend on building deep partnerships across product management, finance, support, and operations. Responsibilities In this role, you’ll: - Manage and expand some of our most important Retail customer accounts. - Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results. - Partner closely with other Twilio teams to identify new revenue opportunities within your Retail account portfolio. - Serve on a cross-functional account team with representatives from product, finance, support, and services teams. - Run a disciplined forecast, consistently achieve goals, and present guidance to executive management. - Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization. - Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, Salesforce. - Establish yourself as a trusted subject matter expert and share industry updates and changes with the GTM sales organization. Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! *Required: - Possess a total of 5 years of sales experience, with a minimum of 1 years dedicated to major account or strategic sales. - Demonstrate expertise in managing or leading quantitative, highly analytical products and solutions for customers. - Accountable for relationship management, cross sells, upsells and solutions consulting. - Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships. - Analytical account development strategy based on using data to find opportunities and prove value. - Demonstrated track record of managing business forecasts and financial models. - Entrepreneurial mindset with appetite to define process and build programs. - Record of delivering revenue and gross profit results, especially for large-scale and enterprise customers. - Excellent verbal and written communication skills. - Bachelor’s Degree or equivalent years of experience. Desired: - Deep experience dealing with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms. - Deep experience selling to the Retail vertical with a track record of success negotiating agreements. - Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segments. - Software, SaaS, CPaas or PaaS selling experience. Location - This role will be remote, but is not eligible to be hired in CA, CT, IL, MA, MD, NJ, NY, OR, PA, RI, TX, VA, WA, or Washington DC. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30% travel is anticipated to help you connect in-person in a meaningful way. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Compensation *Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only. The estimated pay ranges for this role are as follows: - Based in Colorado, Hawaii, Minnesota or Vermont : $132,192.00 - $165,240.00. - Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $139,536.00 - $174,420.00. - Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $146,880.00 - $183,600.00. - This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. - This role is eligible to earn commissions. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Applications for this role are intended to be accepted until May 30, 2026, but may change based on business needs. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, 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. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

• Bring a rolodex of contacts from investor-owned, municipal, and cooperative utilities across North America • Create sustainable long-term relationships by providing win-win business solutions to utility clients in US • Develop new leads for prospective utility clients and inform regional priorities • Own key relationships with utility leaders, including executives and team leaders focused on grid modernization, transmission and distribution infrastructure inspections, asset and vegetation management, grid planning, and operations teams • Attend and present at select trade shows and conferences • Write formal project proposals, develop presentation slides, and other tools • Understand utility needs and pain points. Drive deployment scoping with utilities to balance stakeholder needs, internally and externally, and close deals that achieve both scale and rapid execution • Negotiate contracts through final execution • Consistently ensure that business is conducted with integrity at all times • Exercise indirect influence to maintain efficient and timely forward project progress • Support project manager to smoothly transition new contracts into implementation • Coordinate with fellow associates and co-founders on sales process improvements, product development, regulatory and policy goals, and competitive landscape • Knowledge in sales of B2B, SaaS products to enterprise clients (Energy experience is strongly recommended, though not required) • Coach SDRs on nurturing leads and to foster stronger pipeline • Maintain Hubspot and keep management and other key stakeholders appraised on sales activities and pipeline • Exceed sales targets by building and executing on an aggressive pipeline of investor-owned, municipal, and cooperative utilities

Role Description The Executive Business Director – NSCLC is responsible for leading a regional team of managers and sales representatives supporting Revolution Medicines products/services to the oncology community. This person is ultimately accountable for building, leading, inspiring, developing and guiding the activities of a relatively large account team to exceed all performance targets every quarter. In addition, they are responsible for growing several key business relationships with national-level healthcare accounts including major health systems, large practice networks, and GPOs by developing/executing strategic account plans and maximizing appropriate product utilization, while maintaining strong customer relationships at the highest levels of decision-making within these organizations. This role is remote and responsible for a multi-state region. The candidate must permanently reside in a state for which they are accountable. Essential Duties - Leads all regional activities within the US oncology sales function. - Provides leadership, vision and strategic direction to the sales organization to drive maximally appropriate product utilization. - Creates and communicates short and long-term vision, strategies and initiatives in alignment with corporate goals and objectives. - Directs the development and alignment to key levers of performance such as performance forecasts, annual brand plans, quarterly business plans, incentive compensation design, reward programs, skill building and promotional execution to ensure top performance. - Participates as a member of the commercial leadership team. - Acts as a conduit for relevant market information from local, field-based employees to home office leadership. - Oversees the relationship between Revolution Medicines and our 3-6 largest key accounts/networks in the west. - Manages all resources (financial, people, external vendors, etc.) within budget. - Ensures achievement of all oncology performance targets in the western US. - Visibly embodies our corporate Core Values and is dedicated to fostering an energized team culture that is patient and impact-focused. - Creates a culture of ownership, teamwork and engagement throughout all levels of the western US oncology salesforce. - Exercises judgment, integrity, and equitable management practices necessary to guide the day-to-day activities of a diverse cross-section of individuals. - Leads cross-functional task forces to address key business issues and develop recommended solutions. - Utilizes a high level of business acumen in analyzing and coordinating activities from identified industry trends, competitors' resources, and practices. - Ensures that sales staff conduct business in compliance with all Revolution Medicines policies and the highest ethical standards. - Maximizes the performance of Area Business Directors through effective goal setting, regular feedback, coaching and targeted development planning. - Develops top talent, by encouraging growth and providing exposure opportunities. - Closely collaborates with the brand marketing team on marketing strategy & tactics, and with commercial training on critical skill-building initiatives. - Serves as voice of the customer to stakeholders. Qualifications - MA/MS/BA/BS degree and 20 years of biopharma industry experience. - Prior experience leading a regional-level sales team of managers and sales representatives. - Prior marketing leadership experience. - Oncology product launch experience. - Oral Oncolytic product launch experience. - Prior experience building up an oncology sales team from the bottom up. - Ability to lead, mentor and on-board newer members of the team. - Ability to travel to meetings/training/programs, as necessary. - Experience in small to midsize biotech space. - Proven effectiveness in highly collaborative & cross-functional working environments. - ~50% travel required. Preferred Skills - Experience in the GI and/or NSCLC oncology space. - Expert knowledge of all relevant topics (i.e. marketing, training, market access, business of oncology, distribution, data-acquisition, etc.) to this role. - Advanced degree (MBA, PharmD, PhD). - Strong organization, planning, project management, technical and analytical skills. - Project management skills with the ability to manage multiple projects simultaneously. - Other related experience (e.g., sales operations, market research, market access, etc.). - Ability to work independently to execute strategic and tactical plans under tight timelines. - Ability to assemble and lead cross-functional teams toward a shared vision of success. - Ability to present ideas effectively to individuals or groups, targeting presentation to the needs of the audience. - Highly proficient in Microsoft suite including Power Point, Excel, Word. Job Complexity - Works on problems of diverse scope and impact where analysis of data requires evaluation of identifiable factors. - Exercises professional judgment in selecting methods, techniques, and evaluation criteria for obtaining results. - Networks with key contacts outside our own area of expertise. Base Pay Salary Range $287,000 — $316,000 USD Company Description Revolution Medicines is an equal opportunity employer and prohibits unlawful discrimination based on race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, disability, marital status, medical condition, and veteran status. Revolution Medicines takes protection and security of personal data very seriously and respects your right to privacy while using our website and when contacting us by email or phone.