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: Arizona What you'll do as a Senior Solutions Engineer The Pre-Sales Solution Engineering organization owns the technical sales of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Solution Engineering is made up of individuals from a wide range of backgrounds including but not limited to Sales Consultants, Technical Consultants, Technical Support and Program Managers. You are a customer facing technologist within the Cloudflare Solutions Engineering team. You have experience in working in a pre-sales or other technical customer facing role supporting large enterprise accounts or acquiring new enterprise customers, as well as excellent verbal and written communication skills suited to explain the benefits of Cloudflare products and services to existing and potential customers. In this role, you will be responsible for partnering with the sales team to understand customer requirements and provide sales support, prepare and deliver technical presentations and demos explaining the benefits of Cloudflare products to existing and potential customers, and run proof of concept trials for customers. Customer Engagement & Solution Mapping - Identifying customer initiatives and business challenges, and subsequently mapping them to appropriate Cloudflare solutions. - Building technical champions and strong relationships within customer accounts. - Leading demonstration and proof-of-concept activities for both prospects and customers. - Developing and presenting customer presentations tailored for all organizational levels within an Enterprise Customer's organization. Expertise & Evangelism - Demonstrating and sharing Cloudflare expertise with peers through the creation of professional content, including white papers, blog posts, and other knowledge-sharing activities. - Representing and evangelizing Cloudflare externally with thought leadership and expertise at Developer, Community, Technology, Cybersecurity, and Industry-focused events. - Applying in-depth vertical knowledge or domain expertise to advise on best practices. Required Qualifications: - Bachelor's Degree or equivalent relevant work experience. - Minimum 5 years pre-sales experience. - Proven experience in a customer-facing technical role, such as Solutions Engineer, with exposure to CDN, Security, Networking, or SaaS technologies. - Solid written, verbal, and presentation communication skills. - Demonstrated ability to manage multiple projects and activities concurrently. - Highly motivated, curious, and collaborative team player who works with a sense of urgency. Travel Requirement: - The position requires up to 50% travel for attending meetings with prospects or customers, participating in conferences and industry events, and collaborating with Cloudflare colleagues. Examples of more desirable skills, knowledge and experience: - Networking & Application Architecture: Strong grasp of fundamental customer network and application designs, including detailed knowledge of the user-to-application workflow in hybrid environments (Azure, AWS, GCP). - Security: Understanding, knowledge, or experience with application and network security. - SaaS & Remote Access: Familiarity with SaaS application environments and challenges related to VPN/remote access. - Monitoring & Analytics: Experience or knowledge of SIEM and log analytics platforms. - Client Management: Foundational knowledge of client OS and software distribution. - Executive Communication: Demonstrated ability to interact with and communicate messages of network and security transformation to senior-level staff and executives. - Networking Expertise: Strong understanding of routing, subnetting, split tunnels, SD-WAN, and local internet breakout. - Security Risks: Familiarity with common end-user and application security threats, including DDoS, malware, phishing, and viruses. - Market Knowledge: Awareness of the competitive landscape, particularly concerning CDN providers and internet security technologies. Bonus Points - Education: While graduate-level degrees in Computer Science, Engineering, or related fields are noted, this is not a strict requirement. We welcome candidates from all backgrounds. - Certifications: Relevant certifications such as Azure/AWS/GCP Architect are a plus. Compensation Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. For New York City, New Jersey, Washington, Washington DC, and California (excluding Bay Area) based hires: Estimated annual salary of $234,000 - $292,000 Equity This role is eligible to participate in Cloudflare's equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits - Medical/Rx Insurance - Dental Insurance - Vision Insurance - Flexible Spending Accounts - Commuter Spending Accounts - Fertility & Family Forming Benefits - On-demand mental health support and Employee Assistance Program - Global Travel Medical Insurance Financial Benefits - Short and Long Term Disability Insurance - Life & Accident Insurance - 401(k) Retirement Savings Plan - Employee Stock Participation Plan Time Off - Flexible paid time off covering vacation and sick leave - Leave programs, including parental, pregnancy health, medical, and bereavement leave What Makes Cloudflare Special? We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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.

• Serve as the technical lead for the sales team • Drive successful product evaluations and provide expert technical guidance to secure new business • Lead the technical pre-sales cycle by executing product demonstrations and managing proof-of-value (POV) engagements • Conduct discovery meetings and research the competitive landscape to architect technical solutions • Develop account-based penetration strategies and sales objectives in collaboration with sales executives • Provide ongoing technical training on platform integrations and security principles to internal sales executives and external channel partners

• Provides support to the Sales team(s), with a high attention to detail • Researches, analyzes, and documents findings • Researches and presents reports showing potential customers the cost benefit of purchasing company products or services • Provides technical training to clients and communicates customer feedback for future product developments • Represents both technical and functional aspects of our suite of products/services and proposes how these benefit prospective customers • Provides exemplary technical expertise and independent creative discretion in producing technical and product demonstrations and presentations • Executes proof of concepts with prospects at both a technical and business level to show value • Exercises discretion and judgement regarding product specifications required to address customer requirements, assesses customers’ needs, and recommends solutions that optimize value • Works independently or as part of a sales team with customers to position technology to both business and technical users in a consultative manner and through product capability assessments • Prepares, researches, and provides input into technical RFPs/RFQs • Acts as a key point of contact for cross-functional teams to provide product knowledge and technology expertise through training, coaching, and product support • Pursues and maintains professional and technical knowledge through ongoing training and education • May coach and review the work of other team members

Who we are Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale. Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term. As a Sales Engineer for Enterprise Select, you are the technical owner of our most strategic accounts and a powerful partner to the Sales team. You’ll take full accountability for the technical win, working hand-in-hand with Account Executives to lead customers toward success through expert storytelling, custom integrations, and hands-on problem-solving. Beyond closing deals, you act as a leader within the SE organization - owning strategic projects, testing alpha features, and building the scalable processes that help our entire team level up. This is a high-impact, remote role that requires a proactive leadership mindset and the flexibility to travel up to 75% of the time across the UK, with our London office serving as your home base. You should apply if: - You want to impact the industries that run our world: Your efforts will result in real-world impact - helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely. - You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. - You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customer's value earned trust and human relationships built over time. - You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. - You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team. In this role, you will: - Demonstrate the value proposition of Samsara’s products and services along with the platform's core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows. - Facilitate live proof-of-concept trials for prospective customers including hardware installation in and around vehicles and/or equipment ensuring prospects understand - and are fully utilising - the Samsara platform. - Work closely with Product Management, and other relevant teams, to help develop the Samsara platform. - Respond to functional and technical elements of RFIs/RFPs. - Be organised and analytical, and eliminate sales obstacles using creative and adaptive approaches. - Demonstrate comfort working for a dynamic technical organisation with a fast-growing partner and customer base. - Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement. - Be a dynamic contributor on both Sales and SE Team internal communications channels. - Partner with account executives to plan, prepare, and execute strategic deals in complex sales cycles. - Discover customer processes, needs and pain, translate that understanding to become a welcomed trusted advisor. - Successfully match customer pain points and required capabilities to proposed solutions. - Contribute to the team via technical and industry knowledge, training, etc. - Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices. Minimum requirements for the role: - 5+ years of experience in customer-facing roles and 3+ years of pre-sales experience - Experience with Enterprise sales cycles or equivalent - Consistent track record selling complex solutions - Clinical execution of discovery, through to POV, and technical win. - Understand and appreciate value selling, and MEDDICC, Command of the Message. An ideal candidate also has: - Previous hands-on experience with customer evaluations and deployments - Well-versed in one of the following: cloud software, IOT, networking, SaaS, automation, and control systems - Experience with integration projects. At minimum comprehend RESTFul APIs. A plus for scripting (Python, javascript, etc.) experience - IoT, hardware gadgets, vehicles, or general tinkering experience (work or hobby) a plus - Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background a plus Total Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time. Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here. Flexible Working At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable. Belonging at Samsara At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact. Accommodations Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information. Fraudulent Employment Offers Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.