Role Description We’re looking for a strategic, consultative, and results-driven Strategic Account Executive, Media Intelligence to join our team and help us accelerate growth in one of our most important expansion areas. As our Strategic Account Executive, Media Intelligence, your mission will be to drive enterprise revenue for our media intelligence solutions while helping shape how Muck Rack positions and sells this offering post-acquisition. This is a great opportunity for someone who is excited about bringing deep industry expertise into a high-impact role, influencing go-to-market strategy, and partnering cross-functionally to help build a growing business from the ground up. What you’ll do: - Build and close a pipeline of large enterprise software and media intelligence opportunities, driving net-new revenue. - Lead complex sales cycles from discovery through close with PR, communications, and insights buyers. - Position Muck Rack’s media intelligence solutions with credibility, clarity, and strong business value. - Act as a subject matter expert for media intelligence across the sales organization. - Partner with Product, Marketing, and Sales leadership to refine messaging, pricing, and packaging. - Collaborate with Customer Success and the Media Intelligence team to support account transitions, expansion, and retention. How success will be measured in this role: - Confidence to help shape and define a brand-new role, contributing ideas on how the function should evolve and succeed. - Achievement of revenue and quota targets tied to media intelligence solutions. - Healthy pipeline generation and conversion in target accounts. - Strong win rate and sales cycle efficiency. - Expansion and retention outcomes for inherited or acquired accounts. - Positive influence on broader AE enablement and deal support. Qualifications - 8–10+ years of quota-carrying sales experience, including significant experience selling media intelligence solutions. - Track record of success in enterprise sales environments with complex, consultative deal cycles, including managing both net-new business and expansion opportunities within existing accounts. - Strong executive communication and relationship-building skills. - Experience selling to PR, communications, or insights stakeholders. - Proficiency with CRM tools such as Salesforce. - Ability to work cross-functionally and influence GTM strategy in a growing business. - Comfortable operating in ambiguity and helping build process where needed. - Proactively incorporate AI tools into day to day work to improve productivity and accelerate delivery. Benefits - Remote Work, Forever: Fully distributed team with a permanent remote setup. - Home office stipend, phone and internet reimbursement, coworking membership. - Virtual and in-person team bonding (lunches, events, competitions). - Transparent & Fair Compensation: Competitive geo-neutral pay in the U.S. - Annual reviews to ensure equity and market alignment. - Standardized bonus or commission structure. - 401(k) with employer contributions. - Equity opportunities. - Health & Wellness: Comprehensive medical, dental, vision, disability, and life insurance for employees and dependents. - 100% premium coverage for individuals on high-deductible plans. - 24/7 Virtual Care and Employee Assistance Program. - Employer-funded HSA contributions and other pre-tax benefits. - Quarterly wellness stipend and free Headspace subscription. - Time Off & Family Benefits: 4+ weeks of PTO, plus paid sick and mental health days. - 13 paid holidays with the option to swap for personal days. - Up to 16 weeks of fully paid parental leave. - Learning and Development: Transparent pathways for internal mobility and promotion. - Bi-annual performance reviews, team workshops, and leadership training. - Unlimited access to Coursera and O’Reilly. - 2 additional PTO days annually for learning and development. - Inclusive, Customer-First Culture: Commitment to equity and valuing diverse perspectives. - Agile, founder-led company focused on collaboration and innovation. - Trusted by 3,000+ companies worldwide. Company Description Muck Rack is the leading SaaS platform for public relations and communications professionals. Our mission is to enable organizations to build trust, tell their stories, and demonstrate the unique value of earned media. Muck Rack’s AI-powered, comprehensive, and integrated platform streamlines the PR workflow to help businesses generate positive media coverage, monitor mentions to manage brand reputation, and analyze PR’s impact on business outcomes. Founder-controlled, fully distributed, and growing sustainably, Muck Rack has received several awards for its unparalleled culture and product from organizations like Inc., Quartz, G2, and BuiltIn. We value resilience, transparency, ownership, and customer devotion, and infuse these values into everything we do.

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: Bay Area/NorCal 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 We are looking for a seasoned sales professional to help us build a Public Sector Sales team to help cover the State and Local market for the territory. The ideal candidate will possess both a sales and technical background that enables them to drive engagement at all levels with technical and non-technical buyers. As an SLED Account Executive, you'll be responsible for developing and executing against a comprehensive account/territory plan as well as driving sales in a defined territory and/or account list to achieve revenue targets. The person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services. Additional responsibilities will include: - Manage contract negotiations - Maintain a robust sales pipeline - Develop long-term strategic relationships with key accounts. Examples of desirable skills, knowledge and experience - Minimum 3 years of experience selling technical solutions or products to the Public Sector (SLED, Federal Government, Municipalities, etc.) - Experience managing longer, complex sales cycles` - Basic understanding of computer networking and "how the internet works" - Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus) - Strong interpersonal communication (verbal and written) and organizational skills. - Self-motivated; entrepreneurial spirit - Comfortable working in a fast paced dynamic environment - Experience selling to SLED customer base 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.

• Deliver marketing generated sales presentations using screen-sharing technology • Develop relationships with prospective owners by following up on referrals and leads • Cater the sales experience to each potential owner and ensure all paperwork is completed accurately • Maintain customer relationships after the sale for future business opportunities • Conduct follow-up and monitoring of owner satisfaction

• Manage and close Nerdio opportunities in alignment with Microsoft's sales teams, channel partners, and direct customers. • Achieve monthly, quarterly, and annual sales target goals. • Build, manage, and close pipeline and maintain 3x coverage to your assigned quota. • Build and maintain strong relationships with Microsoft and its sales teams to grow the partnership and revenue. • Use a partnership selling approach to uncover, qualify, and close AVD opportunities. • Effectively communicate Nerdio's value proposition, capabilities, and benefits to potential customers. • Work closely with the sales team to develop and execute strategies to meet sales targets. • Participate in field events with partners and Microsoft counterparts to nurture and drive business in your given territory. • Coordinate with other departments within the organization to ensure customer needs are met and projects are delivered successfully. • Demonstrate integrity and follow through on commitments to ensure customer satisfaction. • Continuously learn and stay up-to-date with industry trends, product knowledge, and sales techniques. • Participate in quarterly business review, large deal reviews, and other business focused events.