Senior Territory Account Executive, the Baltics

About Us

• Passionate about sales: You have a hunger to win and a desire to exceed your targets and reap the rewards.
• Strong customer service skills: You put the client first and you do what you say you’ll do.
• Personable, resilient and a culture champion: A friendly, warm and professional demeanour will get you far. You celebrate the ups and bounce back quickly from your missteps.
• Cool and calm under pressure: The ability to effectively manage competing priorities and solve multiple problems quickly is in your DNA.

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.
• Direct B2B sales experience, adept at new business acquisition and account management.
• Experience selling a technical, cloud-based product or service
• Working knowledge of the cloud infrastructure and security space
• Solid understanding of computer networking and Internet functioning.
• Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
• Strong interpersonal communication skills (both verbal and written) and organizational skills
• Self-motivated with an entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
• Willingness to travel frequently to visit customers and prospects
• Fluency in one of the following - Estonian, Latvian or Lithuanian

• 6+ years of B2B selling experience and selling Enterprise Software or SaaS (network security preferred) or Hardware solutions and services to Mid-Enterprise/ Enterprise customers
• Relevant direct experience, track record, and relationships within enterprise and mid-market accounts in the Baltics territory
• New Business & Expansion
• Experience managing longer, complex sales cycles
• Fast paced environment
• Enterprise IT/Cyber Security background
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)

Compensation

For Germany based hires: Estimated annual salary is between €152,000 - €209,000.

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.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

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