Role Description You'll drive new business by identifying and qualifying target commercial accounts in Vancouver, Canada for Cloudflare’s Enterprise service plan. This is a great opportunity for a Sales Professional to help build the business at Cloudflare Canada. You will have both a sales and technical background that enables you to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams. Responsibilities - Develop and execute against a comprehensive account/territory plan - Increase sales in a defined territory and/or account list to achieve revenue targets - Create and articulate compelling value propositions for Cloudflare services - Manage contract negotiations - Maintain a robust sales pipeline - Develop long-term strategic relationships with key accounts - Ensure customer satisfaction - Develop and maintain partner relationships as it relates to customer base Qualifications - Bachelor's degree or equivalent experience - Minimum 3+ years of direct technical sales experience - Experience selling solutions related to Cyber Security, Networking, Cloud Solutions, SaaS, IaaS, PaaS is a plus - Mid to advanced understanding of computer networking and “how the internet works” - Aptitude for learning complex technical concepts/terms (technical background in engineering, computer science, or IT strongly desired) - Strong interpersonal communication (verbal and written) and organizational skills - Self-motivated; entrepreneurial spirit - Comfortable working in a fast paced, dynamic environment Benefits - 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. Company Description - 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. 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.

• Build and own a robust book of large-account targets including multi-location ABA provider groups (50+ clinics), PE-backed ABA platforms, and IDD/waiver service organizations • Develop account maps, identify key stakeholders (CEO, COO, CFO, Clinical Directors, PE Sponsors), and execute multi-threaded outreach strategies • Leverage your ABA network, industry events (CR Unite, APBA, ABAI), and market intelligence to surface new opportunities • Lead C-suite and PE-level conversations, articulating ROI, total cost of ownership, and strategic value of the CentralReach platform • Conduct discovery sessions that uncover operational pain points, compliance challenges, staffing inefficiencies, and revenue leakage — and map them to CentralReach solutions • Partner with Solutions Engineers and Clinical Solutions Consultants to build compelling, customized demonstrations and business cases • Own the full enterprise sales cycle from first contact to signed contract, driving urgency and managing complex, multi-stakeholder decisions • Negotiate enterprise agreements, pricing, and contract terms in collaboration with Legal and Finance • Meet and exceed quarterly and annual ARR/new logo targets • Act as the voice of the market internally — sharing competitive intelligence, prospect feedback, and product gaps with Product and Marketing leadership

• Own the full sales cycle: prospect new business, develop opportunities, demo the product, and close sales • Generate 60%+ of pipeline through outbound prospecting (30+ meaningful touches/day minimum) • Build multi-threaded relationships with prospects across the buying committee (not single-threaded) • Sell to economic buyers (VP/C-level), not just end-users or directors • Collaborate with global Sales team, Product, and Market Analysts to close strategic deals • Provide accurate forecasts (90%+ commit accuracy expected) • Close new business consistently at or above quota level

• Prospecting and Opening – You proactively reach out to new customers, identify opportunities, and open qualified sales opportunities. You won’t start from scratch: we provide you with thousands of AI-prequalified leads that match our target audience exactly—no cold-calling strangers, but targeted outreach to companies with real needs. No waiting for leads—you create momentum based on a high-quality, data-driven pipeline. • Setter Phase – You qualify decision-makers, analyze business models, and hand over structured, pre-qualified cases to the Closer—or develop yourself into that role. • Closer Development – Gradually take ownership of your own strategy and closing calls with clear revenue responsibility. • C-Level Needs Analysis – You understand business objectives, identify scaling levers, and position our solutions precisely. • Consistent Follow-ups – You stay on it. Systematically. Persistently. Closing-oriented. • Pipeline Ownership – Clean CRM documentation, KPI focus, and full transparency over your numbers. • Proposal Strategy – You create customized, performance-driven proposals with clear added value. • Process Optimization – You think about sales with an entrepreneurial mindset and actively contribute improvement ideas.