Senior Territory Account Executive - Shanghai

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 cover customers in East China remotely, 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 s