Senior Territory Account Executive, the Baltics

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. Location: Hybrid - London or Munich About the Department Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. About this Role The Senior Territory Account Executive position effectively delivers the full sales cycle from prospecting to negotiating and closing sales with new & existing customers in line with business plans. Identify and progress cross sell opportunities to maximise revenue goals. Selling new products and generating additional sales revenue through effective sales outreach activity. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams. Regional Focus: the Baltics The Ideal Candidate: • 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. Main Responsibilities: • 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 Knowledge/Experience: • 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 enterpris