Senior Territory Account Executive, the Baltics

The Senior Territory Account Executive 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 maximize 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.

The Baltics

• 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 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.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights.

• 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.

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.

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

Apply via the provided link. Applicants who progress to the offer stage may be asked to attend an in-person interview within one of the Cloudflare Offices or Hubs.