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 Locations

• Beijing, China

About the Role

This role will be based in Beijing and will primarily cover customers in North China, with regular travel to the territory as needed.

The Cloudflare APAC sales organisation operates as one integrated revenue system. Account Executives, Customer Engineers, Partner Account Managers, Business Development Representatives, Customer Experience Managers, Professional Services and Revenue Operations work as a continuous engine — winning, deploying, adopting, expanding, and scaling platform commitments across the full customer lifecycle.

The system is supported by an AI-embedded operating model. The work itself, however, remains human. The role of every seller at Cloudflare is to bring critical thinking, judgment, and trust to customer relationships and outcomes.

In this role, you will be responsible for driving significant growth by landing and expanding a portfolio of assigned customers in your assigned territory. 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.

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.

Desirable Skills, Knowledge, and Experience

• Bachelor’s degree or equivalent work experience.
• 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.
• Cultural fluency for assigned markets; language proficiency where required.

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 released1.1.1.1 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 actualrace, 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.

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: London, United Kingdom

About the Role

We are seeking a highly accomplished and strategic Account Executiveto join our Enterprise/Field Sales team. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security).

As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare’s products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives.

What You’ll Do

• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments.
• Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers’ IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare’s platform sale, actively involving and influencing technical C-level minus one executives.
• Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery.
• Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare’s services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the “why,” communicating the whole picture to both internal and external stakeholders.
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities.
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization.
• Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking.

Examples of Desirable Skills, Knowledge, and Experience

• 10+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi-million dollar quota targets.
• Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets).
• Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales.
• Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure.
• Exceptional strategic communication and presentation skills, with a focus on articulating the “why” and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one).
• Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals.
• Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts.
• Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes.
• Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve.
• Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals.
• Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application).
• Bachelor’s degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred.
• Ability to travel as required to engage with key customers and internal teams.
• Language Skills:

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 released1.1.1.1 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 actualrace, 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.

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: Tokyo, Japan

Role Overview

The Partner Engineer (PE) is a high-impact, strategic technical sales leader  responsible for end-to-end technical lifecycle and enablement of the assigned partners, managing both pre-sales and post-sales engineering activities. In this role, you will act as the single technical point of contact as the trusted advisory for your assigned partners, driving technical validation during the sales cycle, architecting their delivery readiness and ensuring ongoing Partner Success.

The role focuses heavily on driving value-based solution selling to accelerate the adoption of Cloudflare platform with focus on Cloudflare One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway). By cultivating deeply technical champions within the partner organization, aligning architectures to tangible business outcomes, optimizing post-sales delivery and building joint managed services offering, you will directly expand and influence the pipeline to maximize Partner-Influenced Opportunity (PIO) revenue.

Key Responsibilities

1. Pre-Sales Engineering & Champion Building

• Technical Alignment, Discovery & Enablement: Own the technical relationship with Partners to align on building joint Go-To-Market (GTM) strategies. Align, build, and accelerate partner technical capabilities, enabling them to lead deep technical discovery and architectural design to independently sell scalable solutions leveraging the Cloudflare Platform with a strong focus on AI and Cloudflare One (CF1).
• Technical Account Plan Ownership: Own and drive the end-to-end Technical Account Plan (TAP) for assigned strategic partners.  Act as the primary architect mapping partner business goals to technical execution milestones, ensuring continuous alignment on CF1 and AI adoption targets.
• Building Technical Champions: Identify, enable, and cultivate key technical advocates and “Champions” within the partner organization to scale Cloudflare expertise independently, generate Partner-Influenced Opportunities (PIO), and empower them to deliver high-value professional services around Zero Trust and AI application security.
• Driving PIO via Next-Gen Architectures: Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment, focusing on migrating legacy network architectures to CF1 and integrating secure AI solutions.
• Deal Support & Qualification: Enable partners’ technical validation, proof-of-concept (PoC), demo, pipeline generation, and pipeline acceleration capabilities. Identify joint pursuit accounts, facilitate strategic technical account planning, and deliver cutting-edge solution architecture sessions for Named Partners

2. Accelerate Services Delivery

• ASD Partner Journey Ownership: Own the ASD partner journey to ensure partners possess the advanced capabilities required to deploy, manage, and support the Cloudflare platform and AI application workloads seamlessly.
• Joint Services Offering Acceleration with strong focus on CF1 and A1: Build and co-develop joint services catalogues with key partners, accelerating the creation and launch of their own Cloudflare-focused services offerings, managed CF1 SASE practices, and AI security assessments.
• Service Monetization & Performance Metrics: Enable partners to embed CF1 and Workers AI capabilities into their own managed security portfolios to shorten time-to-market, protect client AI pipelines, and maximize profitability. Develop, manage, and track key performance indicators (KPIs) to measure and improve the effectiveness of these partner service deliveries
• Technical Account Management & Architectural Health: Act as the escalated technical point of contact to ensure long-term architectural health, utilizing telemetry and proactive design to move the partner relationship from reactive to strategics for Cloudflare.

3. Automation AI Agents & Continuous Innovation

• Leverage Autonomous AI Tools: Champion the use of Cloudflare OS and AI tools (Agent PAT and Agent Echo) to automate standard, repeatable technical tasks, optimizing operational efficiency and freeing up bandwidth for high-touch, strategic partner engagements.AI & CF1
• Product Enhancement Feedback Loop: Engage partner champions in the Partner Technical Advisory Council (PTAC) to give them early access to beta software, capture raw product feedback, and drive joint co-innovation on CF1 features and emerging AI products.
• Cross-Functional Enablement: Participate in continuous cross-training programs to maintain peak proficiency in both pre-sales scoping and post-sales service deployment across the entire Cloudflare One and AI ecosystem.

Required Qualifications & Experience

• 8+ years of technical, partner-facing experience (e.g., Systems Engineer, Solutions Architect, or Technical Account Manager) in cybersecurity, cloud infrastructure, or networking.
• Strong technical depth in Cloudflare One (CF1) or equivalent SASE/SSE architectures, Zero Trust, DNS, and application security, alongside hands-on familiarity with AI deployment, AI Gateway, LLM orchestration frameworks, or vector databases.
• Proven track record of developing technical talent or building “champion” programs within partner organizations, specifically driving adoption of complex cloud networks and AI technologies.
• Enterprise Architecture & Project Management: Deep understanding of enterprise IT, multi-cloud, and hybrid cloud environment while managing complex projects with multiple stakeholders
• Demonstrated ability to manage the technical lifecycle of a deal from initial pre-sales discovery and CF1/AI PIO generation through post-sale service delivery.
• Strong communication skills with a track record of presenting complex CF1 architectures and AI-driven use cases to partner leadership and technical teams alike.
• Bachelor’s degree in Computer Science, Engineering, or equivalent practical experience.

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 released1.1.1.1 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 actualrace, 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.

Enterprise Sales Executive – Digital Asset Platform (APEX & Treasury)

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with the commercial, product, and solutions teams. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with a small, senior commercial, product, and solutions team. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with a small, senior commercial, product, and solutions team. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

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 Locations

• Beijing, China

About the Role

This role will be based in Beijing and will primarily cover customers in North China, with regular travel to the territory as needed.

The Cloudflare APAC sales organisation operates as one integrated revenue system. Account Executives, Customer Engineers, Partner Account Managers, Business Development Representatives, Customer Experience Managers, Professional Services and Revenue Operations work as a continuous engine — winning, deploying, adopting, expanding, and scaling platform commitments across the full customer lifecycle.

The system is supported by an AI-embedded operating model. The work itself, however, remains human. The role of every seller at Cloudflare is to bring critical thinking, judgment, and trust to customer relationships and outcomes.

In this role, you will be responsible for driving significant growth by landing and expanding a portfolio of assigned customers in your assigned territory. 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.

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.

Desirable Skills, Knowledge, and Experience

• Bachelor’s degree or equivalent work experience.
• 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.
• Cultural fluency for assigned markets; language proficiency where required.

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 released1.1.1.1 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 actualrace, 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.

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: London, United Kingdom

About the Role

We are seeking a highly accomplished and strategic Account Executiveto join our Enterprise/Field Sales team. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security).

As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare’s products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives.

What You’ll Do

• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments.
• Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers’ IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare’s platform sale, actively involving and influencing technical C-level minus one executives.
• Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery.
• Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare’s services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the “why,” communicating the whole picture to both internal and external stakeholders.
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities.
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization.
• Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking.

Examples of Desirable Skills, Knowledge, and Experience

• 10+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi-million dollar quota targets.
• Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets).
• Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales.
• Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure.
• Exceptional strategic communication and presentation skills, with a focus on articulating the “why” and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one).
• Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals.
• Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts.
• Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes.
• Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve.
• Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals.
• Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application).
• Bachelor’s degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred.
• Ability to travel as required to engage with key customers and internal teams.
• Language Skills:

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 released1.1.1.1 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 actualrace, 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.

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: Tokyo, Japan

Role Overview

The Partner Engineer (PE) is a high-impact, strategic technical sales leader  responsible for end-to-end technical lifecycle and enablement of the assigned partners, managing both pre-sales and post-sales engineering activities. In this role, you will act as the single technical point of contact as the trusted advisory for your assigned partners, driving technical validation during the sales cycle, architecting their delivery readiness and ensuring ongoing Partner Success.

The role focuses heavily on driving value-based solution selling to accelerate the adoption of Cloudflare platform with focus on Cloudflare One (SASE/SSE) and AI Infrastructure (Workers AI / AI Gateway). By cultivating deeply technical champions within the partner organization, aligning architectures to tangible business outcomes, optimizing post-sales delivery and building joint managed services offering, you will directly expand and influence the pipeline to maximize Partner-Influenced Opportunity (PIO) revenue.

Key Responsibilities

1. Pre-Sales Engineering & Champion Building

• Technical Alignment, Discovery & Enablement: Own the technical relationship with Partners to align on building joint Go-To-Market (GTM) strategies. Align, build, and accelerate partner technical capabilities, enabling them to lead deep technical discovery and architectural design to independently sell scalable solutions leveraging the Cloudflare Platform with a strong focus on AI and Cloudflare One (CF1).
• Technical Account Plan Ownership: Own and drive the end-to-end Technical Account Plan (TAP) for assigned strategic partners.  Act as the primary architect mapping partner business goals to technical execution milestones, ensuring continuous alignment on CF1 and AI adoption targets.
• Building Technical Champions: Identify, enable, and cultivate key technical advocates and “Champions” within the partner organization to scale Cloudflare expertise independently, generate Partner-Influenced Opportunities (PIO), and empower them to deliver high-value professional services around Zero Trust and AI application security.
• Driving PIO via Next-Gen Architectures: Collaborate with sales teams to proactively source, qualify, and expand PIO through strategic architectural alignment, focusing on migrating legacy network architectures to CF1 and integrating secure AI solutions.
• Deal Support & Qualification: Enable partners’ technical validation, proof-of-concept (PoC), demo, pipeline generation, and pipeline acceleration capabilities. Identify joint pursuit accounts, facilitate strategic technical account planning, and deliver cutting-edge solution architecture sessions for Named Partners

2. Accelerate Services Delivery

• ASD Partner Journey Ownership: Own the ASD partner journey to ensure partners possess the advanced capabilities required to deploy, manage, and support the Cloudflare platform and AI application workloads seamlessly.
• Joint Services Offering Acceleration with strong focus on CF1 and A1: Build and co-develop joint services catalogues with key partners, accelerating the creation and launch of their own Cloudflare-focused services offerings, managed CF1 SASE practices, and AI security assessments.
• Service Monetization & Performance Metrics: Enable partners to embed CF1 and Workers AI capabilities into their own managed security portfolios to shorten time-to-market, protect client AI pipelines, and maximize profitability. Develop, manage, and track key performance indicators (KPIs) to measure and improve the effectiveness of these partner service deliveries
• Technical Account Management & Architectural Health: Act as the escalated technical point of contact to ensure long-term architectural health, utilizing telemetry and proactive design to move the partner relationship from reactive to strategics for Cloudflare.

3. Automation AI Agents & Continuous Innovation

• Leverage Autonomous AI Tools: Champion the use of Cloudflare OS and AI tools (Agent PAT and Agent Echo) to automate standard, repeatable technical tasks, optimizing operational efficiency and freeing up bandwidth for high-touch, strategic partner engagements.AI & CF1
• Product Enhancement Feedback Loop: Engage partner champions in the Partner Technical Advisory Council (PTAC) to give them early access to beta software, capture raw product feedback, and drive joint co-innovation on CF1 features and emerging AI products.
• Cross-Functional Enablement: Participate in continuous cross-training programs to maintain peak proficiency in both pre-sales scoping and post-sales service deployment across the entire Cloudflare One and AI ecosystem.

Required Qualifications & Experience

• 8+ years of technical, partner-facing experience (e.g., Systems Engineer, Solutions Architect, or Technical Account Manager) in cybersecurity, cloud infrastructure, or networking.
• Strong technical depth in Cloudflare One (CF1) or equivalent SASE/SSE architectures, Zero Trust, DNS, and application security, alongside hands-on familiarity with AI deployment, AI Gateway, LLM orchestration frameworks, or vector databases.
• Proven track record of developing technical talent or building “champion” programs within partner organizations, specifically driving adoption of complex cloud networks and AI technologies.
• Enterprise Architecture & Project Management: Deep understanding of enterprise IT, multi-cloud, and hybrid cloud environment while managing complex projects with multiple stakeholders
• Demonstrated ability to manage the technical lifecycle of a deal from initial pre-sales discovery and CF1/AI PIO generation through post-sale service delivery.
• Strong communication skills with a track record of presenting complex CF1 architectures and AI-driven use cases to partner leadership and technical teams alike.
• Bachelor’s degree in Computer Science, Engineering, or equivalent practical experience.

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 released1.1.1.1 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 actualrace, 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.

Enterprise Sales Executive – Digital Asset Platform (APEX & Treasury)

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with the commercial, product, and solutions teams. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with a small, senior commercial, product, and solutions team. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with a small, senior commercial, product, and solutions team. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

Enterprise Sales Executive – Digital Asset Platform (APEX & Treasury)

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with the commercial, product, and solutions teams. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with a small, senior commercial, product, and solutions team. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

About AlphaPoint

AlphaPoint is the infrastructure platform behind digital asset businesses worldwide. Since 2013, we have powered exchanges, brokerages, banks, and fintechs across dozens of countries, giving them the trading, custody connectivity, tokenization, treasury, and settlement capabilities they need to operate in digital assets at institutional scale.

We are not a collection of products in a box. AlphaPoint is a single platform with many capabilities: one integration that lets a client offer trading, brokerage, treasury, and stablecoin workflows to their end users, connect to the liquidity venues, custodians, and banking partners of their choice, and expand into new use cases without re-platforming. Every super app needs a super platform underneath it. That is what we build.

About the Role

We are hiring a Sales Executive to open new markets for the AlphaPoint platform, with APEX (our trading and brokerage infrastructure) and APEX Treasury (our treasury and settlement layer) as the lead offerings. This is a new-business role. You will build your own pipeline, run complex, multi-stakeholder sales cycles from first conversation to signature, and land accounts that grow with us as they add capabilities.

Our buyers fall into two groups. The first are firms launching a new exchange or brokerage and looking for the platform to build it on. The second, and larger, are firms that already have an established base of end users or assets and want to give those users access to digital assets: investment platforms and online brokers, asset managers and trading firms, private wealth and RIA platforms, fintechs adding crypto to an existing product, and the retirement channel, where brokers and IRA providers are bringing bitcoin ETFs and spot crypto to retirement accounts.

This is a builder role for someone with deep domain knowledge. You know how a broker-dealer, an asset manager, or a wealth platform actually works, what they need from a technology partner to launch digital assets, and who inside the building signs off on it. You can hold a first meeting with a CEO and a working session with a head of trading or a CTO in the same day, and you can teach a market what it should be asking for.

What You Will Do

• Own new-business revenue for the AlphaPoint platform in your territory, selling APEX and APEX Treasury as an integrated platform rather than as standalone products, and consistently meet or exceed quota.
• Build pipeline from scratch through your own network, targeted outbound, referral and partner channels, industry events, and content, with disciplined territory and account planning behind it.
• Lead complex sales cycles with multiple stakeholders across business, product, technology, compliance, and legal, from discovery and solution design through commercial negotiation and contract close.
• Develop and execute go-to-market plays for each target segment: investment platforms and brokers, asset managers and trading firms, private wealth, fintechs entering crypto, and retirement and IRA providers.
• Act as a trusted advisor to prospects on how to structure a digital asset offering: which capabilities to launch first, how to integrate with existing systems and custodians, and how to stay within the regulatory perimeter in each market.
• Partner with Solutions Engineers, Product, and Engineering to scope integrations and pilots, and bring structured market and client feedback back into the roadmap.
• Work with Marketing on segment-specific campaigns, case studies, and events, and represent AlphaPoint at industry conferences and forums to build visibility and credibility in your markets.
• Maintain an accurate, well-qualified pipeline and forecast in HubSpot, with clear next steps and close plans on every opportunity, and report weekly on pipeline health and progress to target.
• Resourceful and hands-on: finds a way to move a deal forward regardless of the tools or processes in place, and helps build the playbooks the rest of the team will use.

What You Bring

• 8+ years of B2B enterprise or institutional sales experience in capital markets technology, fintech, and digital asset infrastructure, with a track record of closing six-figure, multi-year contracts and consistently achieving quota.
• Deep domain knowledge of at least two of our target segments: online brokerage and investment platforms, asset management and institutional trading, private wealth and RIA platforms, fintech, or the retirement and IRA channel. You understand how these firms are structured, how they make money, and how they buy technology.
• Working knowledge of the digital asset ecosystem, including trading and execution, qualified custody, stablecoins and settlement, and the regulatory considerations that shape how regulated firms approach crypto.
• Proven ability to build pipeline independently. You have opened new accounts and new segments before, not only worked inbound or an installed base.
• An established network among decision-makers at financial institutions, brokers, wealth platforms, fintechs, or custodians, and a demonstrated ability to turn that network into qualified opportunities.
• Technical fluency to engage credibly with CTOs, heads of trading, and product leaders on integration, APIs, and platform architecture, and to translate that into business outcomes for the C-suite.
• Strong commercial and negotiation skills across complex, multi-stakeholder deal structures, including partner-dependent deals where a custodian or liquidity provider is part of the solution.
• Experience navigating regulated environments and a commitment to the highest ethical and compliance standards.
• A data-driven approach to managing your business: rigorous CRM hygiene, accurate forecasting, and comfort using analytics and AI tools to prioritize and work your territory.
• Exceptional written and verbal communication, with the presence to present to executive audiences and the clarity to write a proposal a CFO will read.

Preferred

• Experience selling trading, custody, or market infrastructure technology to broker-dealers, asset managers, or wealth platforms (for example, OMS/EMS, execution, clearing, or custody connectivity).
• Existing relationships with qualified custodians, ETF issuers or distributors, IRA and retirement-account providers, or crypto-native liquidity providers.
• Experience in a venture-backed or growth-stage fintech where you helped define the sales motion rather than inherit it.
• Familiarity with white-label and API-first platform models and the economics of platform partnerships.

How We Work

You will report to the VP of Sales and work closely with a small, senior commercial, product, and solutions team. We value people who are direct, curious about how our clients’ businesses actually run, and generous with what they learn. We move quickly, own our outcomes, and treat every client as a long-term partner rather than a transaction.

Buyagift and Red Letter Days are the UK’s leading gift experience provider. We’re all about turning special moments into extra-special memories. With a gifting range of 4000+ experiences from spa days and skydives to gourmet treats and once-in-a-lifetime adventures, we make it easy to give the gift of wow. 🎁

As part of the Moonpig Group, we’re proud to share that our vision is to become the most trusted platform in the UK gift experience market. Our mission is to spread happiness through thoughtful, joy-filled experiences. People are at the heart of everything we do. Since joining the Moonpig Group in 2022, we’ve been powered by strong values, bold ideas and a shared passion for making a real difference. Here, you’ll have the chance to shape the kind of experiences people never forget – and help us build connections that truly matter.

Partner Growth Manager | 📍London – Hybrid, 2 days per week in the office | 💰Competitive Salary + Benefits

About the Role

Buyagift and Red Letter Days have been leading names in UK experiences for over 20 years. As part of Moonpig Group, we’re building the next stage of our experiences marketplace, bringing together data, technology, strong brands and great partner relationships to create a world-class gifting proposition.

We’re looking for a commercially minded (Senior) Partner Growth Manager to manage and grow a portfolio of existing experience partners. Reporting to a Category Manager, you’ll use data, insight and strong relationships to improve partner performance across Buyagift and Red Letter Days.

This role is all about partner growth and performance rather than new partner acquisition. You’ll help drive revenue and margin, improve product quality and availability, strengthen campaign participation and find new ways for our partners and proposition to grow.

This is a hybrid role, with two days per week in our Central London office.

Key Responsibilities:

• Own and grow a portfolio of existing experience partners, driving revenue, margin, product quality, availability and engagement.
• Build trusted relationships with partners and act as their key commercial contact.
• Identify opportunities for product expansion, bundles, exclusives, seasonal offers and stronger customer propositions.
• Develop and deliver partner growth plans aligned with category priorities.
• Monitor sales, margin, conversion, traffic, cancellations, availability and customer feedback to understand partner performance.
• Use data to spot risks, trends and growth opportunities, sharing clear recommendations with Category Managers and internal teams.
• Support dashboards, reporting, templates and tools that help manage partner performance at scale.
• Work with partners and internal teams to deliver launches, campaigns, promotions and trading plans.
• Collaborate with Marketing, Trading, Operations, Finance and Customer teams to support smooth execution.
• Make sure partner information, pricing, promotional setup and product details are accurate and delivered on time.
• Support Category Managers with day-to-day category priorities.
• Bring partner insight, competitor activity, market trends and customer feedback into category planning.
• Identify ways to improve the partner portfolio, product mix, customer proposition and commercial performance.
• Support scalable partner communications, including toolkits, templates, webinars, email flows and best-practice guides.
• Find ways to reduce manual work and improve consistency across partner management.
• Share insights and learnings with other Account Managers and Category Managers.

About You:

• Proven experience in account management, partner management, commercial partnerships, marketplaces, e-commerce, retail or digital commerce.
• Track record of growing an existing account or partner portfolio.
• Strong commercial understanding of revenue, margin, customer value and partner performance.
• Confident relationship-building, communication, influencing and negotiation skills.
• Strong analytical skills, with experience using performance data to inform decisions.
• Highly organised approach, with the ability to balance multiple partners, priorities, campaigns and deadlines.
• Comfortable collaborating across commercial, marketing, trading, operations, finance and customer teams.
• Proactive and resilient, with the ability to work effectively in a fast-paced environment.
• Experience managing a sizeable portfolio of accounts or partners, ideally 25+ relationships, would be valuable.
• Experience within marketplaces, e-commerce, gifting, travel, hospitality, leisure, wellness, entertainment or another experience-led business would be useful.
• Experience with partner segmentation, scalable account management, automation, templates, webinars, toolkits or partner enablement would be an advantage.
• Experience negotiating commercial terms, promotional support, exclusives or product expansion would be beneficial.
• Understanding of category management, trading plans, merchandising or customer propositions would be helpful.
• Experience using CRM, BI or reporting tools such as Salesforce, Looker, Tableau, Power BI or similar would be useful.
• For the senior-level role, stronger commercial judgement, confidence influencing stakeholders and the ability to lead initiatives across a wider partner base will be important.

Interview Process:

• TA Screen: 30 minutes
• 1st Interview: Hiring Manager Interview 60min
• 2nd / Final Interview: Hiring Manager / Senior Stakeholder

What’s in it for you?

We believe in empowering our team to do their best work. Enjoy:

💸 Competitive Pay & Bonuses: Plus generous pension plans, staff discounts, and share schemes.

💆🏾‍♀️ Wellbeing First: Private healthcare (UK), dental, life insurance and mental health support

🏖️ Flexible Working & Time Off: Generous holidays, hybrid working (unless specified otherwise, 2 days a week in the office), and opportunities for international working.

📈 Career Growth: Learning allowances, coaching, and development programs.

🤝 Recognition & Giving Back: Regular awards, charity support, length of service awards, and volunteering days.

Want to see more?

Check out our Linked In pages below:

Buyagift

Red Letter Days

Moonpig Group

Our Ways of Working:

We trust our colleagues to do what’s right and offer flexibility to support a balance between work and life. At the same time, face-to-face office time is an important and expected part of working at Moonpig Group. We believe regular in-person working supports collaboration, alignment, and effective decision-making. Candidates will have regular and ongoing time working from the office as part of their role, which will be discussed during the recruitment process.

Moonpig Group’s Commitment to Equality, Diversity, and Inclusivity:

At Moonpig Group, we’re all about creating a workplace where everyone feels they truly belong. We celebrate what makes each of us unique, whether that’s our background, how we work best, or what matters most to us.

From working parents who need flexible hours to neurodiverse colleagues with specific working styles, we’re here to support our people in ways that work for them. Because when you feel valued and included, you can thrive, and so can we.

We’re proud to have a number of employee-led groups driving this forward, including our LGBTQ+, Gender Balance, Neurodiversity and EMBRACE (Educating Myself for Better Racial Awareness and Cultural Enrichment) communities, plus our Group-wide EDI committee. These teams help make sure every voice is heard and every idea has a place.

We know that diversity fuels creativity, innovation and connection, and that’s why we’ll keep pushing for progress. Together, we’re building a culture where everyone feels safe, supported, and free to be their brilliant, authentic selves.

If you have a preferred name, please use it to apply and share your pronouns if you are comfortable to do so😊 - If you have any reasonable adjustment requests throughout the interview process please let us know on your application or speak to the Recruiter.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.

The Opportunity:

At Grafana Labs, we’re redefining what post-sales technical partnership looks like—and it starts with the Observability Architect. This is a role for deeply technical experts who are ready to step into strategic leadership with our most important customers. If you thrive at the intersection of systems thinking, architecture design, and customer impact—this is your stage.

As an Observability Architect, you will be the technical owner of long-term customer success. You’ll architect and guide the implementation of complex observability solutions across a wide range of modern infrastructure and application environments. You’ll build strategic relationships with engineers, SREs, and architects—ensuring Grafana’s technology is not just deployed, but deeply embedded into mission-critical systems.

Working hand-in-hand with our Engagement Managers, you’ll lead technical discovery, design, onboarding, and enablement—all with a focus on delivering tangible outcomes. You’ll spot patterns, solve hard problems, and guide customers through their observability maturity curve with authority and clarity.

You’ll also represent the technical voice of our customers internally—shaping product feedback and roadmap priorities by working closely with Engineering and Product Management.

This is a hands-on, high-impact role for those who want to go deep, stay technical, and directly influence customer success at scale. Join us and become part of the most respected observability team in the industry.

What You’ll Be Doing:

• Serve as the primary technical point of contact for a portfolio of Grafana customers.
• Design the observability maturity journey of customers and assist them on that path.
• Provide expert-level troubleshooting and guidance to drive adoption.
• Conduct regular technical reviews and health checks to ensure client success. Assist in RCA to understand issues that affect customer satisfaction, retention, and overall product experience.
• Advise clients on best practices and strategies for leveraging our technology to achieve their business goals
• Collaborate with clients to develop and execute technical roadmaps.
• Identify opportunities for clients to optimize their cost, expand their use of our solutions and drive adoption of new products and features.
• Develop and maintain strong, long-term relationships with key stakeholders.
• With the support of our Engagement Managers and Onboarding Solutions Architects, own customer lifecycle.
• Drive the adoption and effective use of our product suite within your customer portfolio to maximize their value from our platform and ensure a strong return on investment.
• Act as the voice of the customer within the company, advocating for their needs, priorities and feature requests.
• Conduct training sessions and workshops to educate clients on our technology.
• Develop and deliver technical documentation, guides, and tutorials.
• Work alongside account teams to participate in and/or conduct regular reviews with customers to identify areas for improvement, calculate ROI, assess their satisfaction, and discuss upcoming needs and projects.
• Prepare and present reports on client metrics, achievements, and areas of focus.

What Makes You a Great Fit:

• Located in Melbourne or Sydney
• Bachelor’s degree in Computer Science, Information Technology, Math or a related field (or equivalent experience).
• Experience deploying and operating Kubernetes.
• 5+ years of experience in a technical support, technical account management, consulting, SE or Professional Services role within the technology industry.
• Strong understanding of observability solutions. Grafana, Prometheus, and Loki a plus.
• Proven ability to manage multiple clients and projects simultaneously.
• Excellent problem-solving and analytical skills.
• Outstanding communication and interpersonal skills.
• Experience with relevant tools and technologies, e.g., CRM software, ticketing systems, specific programming languages.
• Ability to travel as needed to meet with clients (up to 25%).
• Identify and provide timely workarounds and solutions to meet a customer’s business needs.
• You have some observability expertise, preferably architect level
• First class written and oral communication skills to collaborate with our remote-first internal teams and with our worldwide customers.  Ability to articulate our value proposition and the technical advantages of our products
• You will love solving technical challenges and thrive on bringing creative solutions to our customers

Bonus Points For:

• 5+ years of technical sales, TAM or other post sales technical experience, ideally with open source technologies, or in the observability space.
• Great at connecting product usage to value (ROI).
• Great at managing customer lifecycle.
• You will be creative in solving customer adoption challenges.
• You can proactively assist customers with technical issues that may arise and assist in the troubleshooting and root cause analysis.
• You should have a technical mindset and a desire to grow technically. Great candidates may be a recent grad of a coding bootcamp or have previous post-sales or engineering experience–we are excited to see what unique experiences and skill sets you bring to the table.

The OTE compensation range for this role is $207,000 - $256,000.  Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs’ success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.

Why You’ll Thrive at Grafana Labs:

• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication – Expect open decision-making and regular company-wide updates.
• Innovation-Driven – Autonomy and support to ship great work and try new things.
• Open Source Roots – Built on community-driven values that shape how we work.
• Empowered Teams – High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways – Defined opportunities to grow and develop your career.
• Approachable Leadership – Transparent execs who are involved, visible, and human.
• Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding- We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
• Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.

Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.

Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.

#LI-Remote

For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.

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.

Location: Tokyo, Japan

About the Role

At Cloudflare, we are on a mission to help build a better Internet. As the architectural complexity of enterprise solutions scales, we are evolving how we partner with our customers. The Customer Engineer (CE) represents the core driver of our technical go-to-market strategy: a trusted advisor who owns the technical relationship from the initial discovery phase through to long-term adoption and ongoing account expansion.

Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, you will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, utilizing AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire customer journey.

Key Responsibilities

• Technical Validation: Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare’s portfolio (Security, Networking, Zero Trust and Developer Platforms).
• Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion.
• Strategic Alignment: Own the long-term technical relationship across the entire customer lifecycle, ensuring continuous alignment between the customer’s evolving business goals and our product roadmap.
• Commercial Accountability & Expansion: Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. You will be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives.
• AI Orchestration & Workflow Automation: Act as an “AI-Augmented” engineer. Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring, reclaiming your time for strategic customer advisory.

Minimum Qualifications

• Experience: Experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer.
• Technical Acumen: Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture.
• Commercial Mindset: Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and enterprise sales cycles.
• Communication: Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level C-suite business strategy.

Strongly Preferred Qualifications (The “Good-to-Haves”)

• Cloudflare Developer Stack Experience: Hands-on experience building, deploying, or architecting solutions using Cloudflare’s developer platform and AI ecosystem, specifically Workers AI and AI Gateway.
• Applied AI Knowledge: Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures.
• Coding/Scripting: Proficiency in Python, JavaScript, or similar languages to write custom integration scripts, API connectors, and edge computing functions.

Compensation This role features a competitive base salary and a variable commission structure tied directly to the successful execution of full-lifecycle commercial targets, including new business acquisition, ongoing adoption milestones, and overall account expansion.

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 released1.1.1.1 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 actualrace, 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.

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: Dubai

About the Role

We are seeking a highly accomplished and strategic Account Executiveto join our Sales team in Dubai. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security).

As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare’s products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives.

Regional Focus: South Africa - Gauteng and Western Cape

What You’ll Do

• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments.
• Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers’ IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare’s platform sale, actively involving and influencing technical C-level minus one executives.
• Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery.
• Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare’s services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the “why,” communicating the whole picture to both internal and external stakeholders.
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities.
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization.
• Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking.

Examples of Desirable Skills, Knowledge, and Experience

• 8+ years of advanced experience selling complex technology solutions into enterprise accounts across South Africa, particularly Gauteng and the Western Cape, with a significant track record of consistently exceeding multi-million dollar quota targets.
• Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets).
• Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales.
• Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure.
• Exceptional strategic communication and presentation skills, with a focus on articulating the “why” and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one).
• Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals.
• Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts.
• Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes.
• Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve.
• Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals.
• Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application).
• Bachelor’s degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred.
• Ability to travel as required to engage with key customers and internal teams.
• Language Skills: English

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 released1.1.1.1 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 actualrace, 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.

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew.

We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization.

To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success.

Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture.

If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can’t wait to meet you.

WHAT YOU’LL DO:

The ideal candidate has at least 8 years of SaaS selling experience within CRM, Marketing Automation, CDP, Analytics, or Content Marketing Solutions. You bring an entrepreneurial mindset, you have a knack for simply selling complex tech solutions, and you excel in fast-paced environments.

• Execute deal cycles from inception to close, navigating through various stakeholders within large organizations. Deal sizes typically range from $100K to $1M+.
• Develop and maintain strong relationships with key decision-makers at all levels of an organization.
• Drive value-based selling strategies, leveraging MEDPICC to effectively articulate our value proposition.
• Proactively identify and qualify new opportunities through targeted prospecting, networking, and market research efforts to continually build your pipeline.
• Create strategic growth opportunities for your existing customer base.
• Build strong cross-functional relationships with teams such as business development, marketing, deal desk, customer success & services.

WHO YOU ARE:

• Minimum of 8 years of experience in Enterprise sales, with proven successes in executing complex deal cycles and driving high-value sales opportunities.
• You will have at least 3+ years of selling into the Financial Services industry
• Strong understanding of value-based selling techniques and experience applying the MEDPICC deal methodology.
• Executive presence with exceptional communication and presentation skills, able to effectively engage and influence executive-level stakeholders.
• Experience working with cross-functional teams and demonstrated ability to build strong internal relationships across various departments.
• Familiarity with navigating agency and technology partner ecosystems, with a demonstrated ability to leverage partnerships to enhance sales capabilities.
• Experience with Salesforce.com CRM or any other CRM utilized for sales pipeline management required.
• Experience selling into the financial services industry would be an advantage.

WHAT WE OFFER

Braze benefits vary by location, and we encourage you to review our specific benefits offerings for each country here . More details on benefits plans will be provided if you receive an offer of employment.

From offering comprehensive benefits to fostering hybrid ways of working, we’ve got you covered so you can prioritize work-life harmony. Braze offers benefits such as:

• Competitive compensation that may include equity
• Retirement and Employee Stock Purchase Plans
• Flexible paid time off
• Comprehensive benefit plans covering medical, dental, vision, life, and disability
• Family services that include fertility benefits and equal paid parental leave
• Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend
• A curated in-office employee experience, designed to foster community, team connections, and innovation
• Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching
• Employee Resource Groups that provide supportive communities within Braze
• Collaborative, transparent, and fun culture recognized as a Great Place to Work®

ABOUT BRAZE Braze is the leading customer engagement platform that empowers brands to Be Absolutely Engaging™. Braze helps brands deliver great customer experiences that drive value both for consumers and for their businesses. Built on a foundation of composable intelligence, BrazeAI™ allows marketers to combine and activate AI agents, models, and features at every touchpoint throughout the Braze Customer Engagement Platform for smarter, faster, and more meaningful customer engagement. From cross-channel messaging and journey orchestration to Al-powered decisioning and optimization, Braze enables companies to turn action into interaction through autonomous, 1:1 personalized experiences.

The company has been consistently recognized as a Leader in marketing technology by industry analysts, and was named a G2 “Best of Marketing and Digital Advertising Software Product” in 2026. Braze was also named a 2026 Best Places to Work by Built In, a 2025 America’s Greenest Companies by Newsweek, and a 2025 Fortune Best Workplace in Technology™ by Great Place To Work®. Braze is also proudly certified as a Great Place to Work® in the U.S., the UK, Australia, and Singapore.

The company is headquartered in New York with offices in Austin, Berlin, Bucharest, Chicago, Dubai, Jakarta, London, Paris, San Francisco, São Paulo, Singapore, Seoul, Sydney and Tokyo.

BRAZE IS AN EQUAL OPPORTUNITY EMPLOYER

At Braze, we strive to create equitable growth and opportunities inside and outside the organization.

Building meaningful connections is at the heart of everything we do, and that includes our recruiting practices. We’re committed to offering all candidates a fair, accessible, and inclusive experience – regardless of age, color, disability, gender identity, marital status, maternity, national origin, pregnancy, race, religion, sex, sexual orientation, or status as a protected veteran. When applying and interviewing with Braze, we want you to feel comfortable showcasing what makes you you.

We know that sometimes different circumstances can lead talented people to hesitate to apply for a role unless they meet 100% of the criteria. If this sounds familiar, we encourage you to apply, as we’d love to meet you.

OUR AI-POWERED BRAZE RECRUITMENT PROCESS

At Braze, we’re committed to a fair and transparent candidate experience. To help our recruitment teams focus on what matters most — the person behind each application — we use AI-assisted tools at certain stages of our recruitment process.

This includes using AI to analyze the experience, skills and qualifications in your application materials to help with screening and prioritizing candidates. Such screening may amount to a form of solely automated decision-making. We also use AI for administrative support, like scheduling and recording interviews and summarizing interview notes. Our recruiting teams remain responsible for all hiring decisions and are involved throughout the process.

Depending on where you are located, you may have the right to request further information about how AI is used in our recruitment process, to opt out of AI-assisted review, to request a manual review of any decision made or to contest a decision.

Please contact us at talentdata.privacy@braze.com for any requests or questions.To find out more about our hiring process, check out this page.

Notice Regarding Automated Employment Decision Tool (NYC Local Law 144)

Our use of AI during the application review process may include the use of automated employment decision tools. Pursuant to New York City Local Law 144, for roles based in New York City, or if you reside in New York City, you have the right to request an alternative selection process or a reasonable accommodation instead of AI-assisted review. Please submit any such request to our Talent Acquisition team at talentdata.privacy@braze.com promptly after applying. A summary of the most recent bias audit results for such tool is available here .

Please see our Candidate Privacy Policy for more information on how Braze processes your personal information during the recruitment process and, if applicable based on your location, how you can exercise any privacy rights.