Senior Territory Account Executive, Central Eastern Europe - Digital Natives

We are seeking a highly accomplished and strategic Account Executive to join our Central Eastern Europe (CEE) Digital Natives 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.

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.
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies.
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization.
• 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.
• Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers and the broader market trends influencing these decisions.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives.
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties.
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion.
• 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.

Examples of Desirable Skills, Knowledge, and Experience

• Fluency in English and one of the languages from the CEE (written and spoken).
• 6+ years of advanced experience selling complex technology solutions into Digital Natives companies across CEE, 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.
• 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 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.
• 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.
• Bachelor's degree required, with a technical background highly preferred.
• Ability to travel as required to engage with key customers and internal teams.

Compensation

• For Netherlands based hires: Estimated annual salary is between €144,000 - €198,000. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.