Senior Territory Account Executive

Available Locations

Spain

About the Role

We are seeking a highly accomplished and strategic Territory Account Executive to join our Iberia Sales Team. In this role, you will be pivotal in driving growth across your assigned territory in Spain by leading comprehensive sales cycles within a portfolio of existing customers and strategically acquiring new logos.

The ideal candidate possesses a strong blend of sales acumen and technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders, such as Heads or VPs of Networking, Security, and Infrastructure.

As a Territory Account Executive, you will consistently demonstrate proficiency across all sales activities, ensuring accurate forecasting, proactive and strategic pipeline management, and consistent achievement of 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 understand complex customer IT architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful platform sales. You will be a key driver of digital transformation for our customers, understanding broader market trends and how Cloudflare uniquely enables their strategic initiatives.

In line with Cloudflare’s AI-native culture, you will be expected to leverage AI tools actively in your daily workflow—from account research and outreach to meeting preparation and pipeline management—using them as a genuine productivity multiplier, not an afterthought.

Responsibilities

• Strategic Revenue Generation: Develop and execute effective territory and account plans to consistently exceed sales targets and annual quotas, with a strong focus on new business acquisition and expansion across your assigned accounts in Spain.

• Expert Pipeline Management and Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a strong understanding of sales cycles and customer buying processes. Deliver accurate forecasts, providing clear insights and strategic guidance to sales leadership.

• AI-Powered Sales Execution: Leverage AI tools as a deliberate and consistent part of how you sell—applying them to account research, personalised outreach, executive meeting preparation, pipeline analysis, and follow-up drafting. Demonstrate the same AI-native mindset Cloudflare brings to its products in how you manage your territory and time.

• Deep Customer and IT Architecture Understanding: Develop a thorough understanding of customers’ IT architectures, including applications and third-party technologies. 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 organisation. Strategically connect disparate needs to strengthen Cloudflare’s platform sale, actively involving and influencing senior technical executives.

• Virtual Team Leadership: Set clear direction and lead a virtual team of regional specialists, Solution Engineers, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery.

• Digital Transformation Authority: Act as a trusted authority on digital transformation, understanding key drivers—such as new offering development and enhanced customer capabilities—and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations.

• Compelling Value Creation: Articulate 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 and Closure: Lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate strong closing skills across new business and expansion opportunities.

• Trusted Advisor and Coach: Build long-term, executive-level strategic relationships, supporting deep customer adoption, retention, and expansion. Provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of their work. Share learnings proactively to build trust across the organisation.

• Organisational Impact and Leadership: 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. Contribute to Cloudflare’s broader sales organisation while elevating the work of others through diverse perspectives and strategic thinking.

Desirable Skills, Knowledge, and Experience

• 5+ years of experience selling complex technology solutions in a B2B sales model, with a significant track record of consistently meeting or exceeding sales quotas.

• Experience managing a defined territory or portfolio of accounts, balancing new-logo acquisition with retention and expansion of existing customers.

• Knowledge of, or experience selling into, the Spanish market, with an understanding of its business and technology landscape.

• 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.

• Proven ability to 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—including Solution Engineers, Product Managers, Deal Desk, and 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.

• Demonstrated use of AI tools in a sales context, such as account intelligence, outreach personalisation, pipeline management, or meeting preparation. You can speak specifically to how AI has made you faster, sharper, or more effective in a previous role.

• Strong negotiation skills, with a track record of closing large, complex new-business and expansion deals.

• Expert-level sales acumen, including proficiency in discovery, positioning, competitive selling, negotiation, closing, and account-expansion strategies.

• Knowledge of digital transformation trends and their impact on 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 sales and business intelligence platforms and methodologies, such as Salesforce, Tableau, Google Workspace, Microsoft Office, and MEDDPICC.

• Bachelor’s degree required; a technical background, such as engineering, computer science, or management information systems, is highly preferred.

• Ability to travel within Spain and internationally as required to engage with customers and internal teams.

• Language Skills: Full professional fluency in Spanish and English, both written and spoken.

Compensation

For Spain based hires: Estimated annual salary is between €114,000 - €156,000.

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.