Overview
About Cloudflare Cloudflare is on a mission to help build a better Internet. The company runs one of the world’s largest networks that powers millions of websites and Internet properties. Cloudflare protects and accelerates Internet applications without hardware, software installation, or code changes. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
We value builders who see the cracks in the Internet and use AI-native curiosity to create solutions. Our culture focuses on iteration and sharing improvements across the team.
Available Location
London, Lisbon, Munich or Amsterdam
About The Role
We are seeking a highly accomplished and strategic Account Executive to join our Enterprise/Field Sales team. In this advanced role, you will drive growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients and strategically acquiring new logos. The ideal candidate blends advanced sales acumen with sophisticated technical understanding to lead engagements from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security).
You will forecast accurately, manage pipelines strategically, and consistently exceed targets. You will be a subject matter expert on Cloudflare’s products, features, benefits, and use cases across diverse customer segments. This role requires deep understanding of complex customer IT architectures, mapping them to Cloudflare Reference Architectures, and orchestrating large-scale platform sales. You will drive digital transformation for customers and position Cloudflare as a key enabler of their strategic initiatives.
What You’ll Do
* Strategic Revenue Generation: Architect and execute advanced territory and account plans to exceed multi-million dollar sales targets, with a focus on new business and expansion within complex enterprise environments.
* Expert Pipeline & Forecasting: Manage pipeline proactively, deliver highly accurate forecasts, and provide insights to sales leadership.
* Deep Customer & IT Architecture Understanding: Understand customers’ IT architectures and align Cloudflare Reference Architectures to customer environments.
* Multi-Engagement Leadership: Lead multiple complex engagements across business units, influencing technical executives to strengthen Cloudflare’s platform sale.
* Virtual Team Leadership: Guide a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to close complex opportunities.
* Digital Transformation Authority: Position Cloudflare as a critical enabler of digital transformation and related market trends.
* Compelling Value Creation: Articulate strategic value propositions tied to business outcomes and communicate the full picture to stakeholders.
* Advanced Negotiation & Closure: Lead complex contract negotiations and close large, multi-faceted deals.
* Trusted Advisor & Coach: Build executive relationships and coach team members to improve performance and outcomes.
* Organizational Impact & Leadership: Contribute to Cloudflare’s long-term goals and elevate team performance through diverse perspectives.
Qualifications & Skills
* Fluency in Russian and English.
* 8+ years of experience selling complex technology solutions in the CIS region (Uzbekistan, Kazakhstan, Azerbaijan) with a proven track record of multi-million dollar quotas.
* Deep expertise in Cloud Networking, Security, and Edge Computing, with ability to articulate features, benefits, and use cases.
* Proven ability to map complex customer IT architectures to Cloudflare Reference Architectures for platform sales.
* Experience leading cross-functional teams (Solution Engineers, Product Managers, Legal) to close complex deals.
* Strong strategic communication and presentation skills for executive and technical stakeholders (C-level minus one).
* Advanced negotiation skills with history of closing large deals.
* Proficiency in discovery, positioning, competitive selling, negotiation, and expansion in enterprise accounts.
* Understanding of digital transformation trends and Cloudflare’s role as a business enabler.
* Coaching and mentorship abilities; self-motivated and resilient in a fast-paced environment.
* Proficiency with Salesforce, Tableau, G Suite, Microsoft 365, and MEDDPICC framework.
* Bachelor’s degree required; technical background preferred (engineering, computer science, MIS).
* Ability to travel as required.
EEO & Additional Info
Cloudflare is an equal opportunity employer. We provide reasonable accommodations to qualified individuals with disabilities. Applicants progressing to offer may be asked to attend an in-person interview at a Cloudflare office or hub. This position may involve access to information protected under U.S. export control laws. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other basis protected by law.
Cloudflare is proud to be an AA/Veterans/Disabled Employer. If you require a reasonable accommodation to apply, please contact hr@cloudflare.com.
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