Regional Sales Manager, Mid Market

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Available Location: Munich OR Remote Germany

About Cloudflare

At Cloudflare, we are 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 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. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

About The Role

We are seeking a highly accomplished and Territory Account Executive to join our Territory Sales Team. In this role, you will drive growth by leading complex sales cycles within a portfolio of assigned enterprise-level clients and strategically acquiring new logos. The ideal candidate possesses a deep blend of sales acumen and technical understanding, enabling you to engage at all levels, from the C-suite to technical leaders.

What You’ll Do

• Strategic Revenue Generation: Architect and execute 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: Lead proactive pipeline management and deliver accurate forecasts, guiding sales leadership.
• Deep Customer & IT Architecture Understanding: Understand customers’ IT architectures and map them to Cloudflare Reference Architectures to drive platform solutions.
• Multi-Engagement Leadership: Manage multiple complex engagements across business units, involving and influencing executives and technical leaders.
• Virtual Team Leadership: Lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to close complex opportunities.
• Digital Transformation Authority: Position Cloudflare as a key enabler of digital transformation and understand market trends.
• Compelling Value Creation: Articulate strategic value propositions linked to customer outcomes and objectives.
• Advanced Negotiation & Closure: Lead complex contract negotiations with strong closing skills.
• Trusted Advisor & Coach: Build executive-level relationships, drive adoption, retention, and expansion, and share learnings to improve the organization.
• Organizational Impact & Leadership: Contribute strategically, share insights across teams, and foster diverse perspectives and long-term thinking.

Examples Of Desirable Skills, Knowledge, And Experience

• 5+ years of advanced experience selling complex technology solutions in a B2B enterprise model with a track record of exceeding multi-million dollar quotas.
• Deep expertise in Cloud Networking, Security, and Edge Computing with the ability to articulate features, benefits, and use cases across various customer segments.
• Proven ability to map complex customer IT architectures to Cloudflare Reference Architectures for platform sales.
• Experience leading virtual cross-functional teams to drive complex deals to closure.
• Strategic communication and presentation skills for executive leadership and technical decision-makers.
• Advanced negotiation skills with a history of closing large deals.
• Strong sales acumen across discovery, positioning, competitive selling, negotiation, closing, and expansion within enterprise accounts.
• Understanding of digital transformation trends and how Cloudflare enables strategic outcomes.
• Coaching and mentorship abilities, with a passion for helping colleagues grow.
• Self-motivated, entrepreneurial, and resilient in a fast-paced environment.
• Proficiency with Salesforce, Tableau, G Suite, MS Office, and MEDDPICC framework.
• Bachelor\’s degree; technical background preferred (e.g., engineering, computer science, MIS).
• Ability to travel as required; language: German & English.

What Makes Cloudflare Special?

We’re a highly ambitious, large-scale technology company with a soul. Our mission to help build a better Internet includes protecting the free and open Internet. Projects include:

• Project Galileo: Supporting journalism and civil society against censorship (since 2014).
• Athenian Project: Protecting state and local governments to ensure access to election information (since 2017).
• 1.1.1.1: Public DNS resolver focused on speed, security, and privacy, with a privacy commitment not to store or sell IP addresses.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws. Offers may be conditioned on authorisation to receive software or technology controlled under U.S. export laws without sponsorship.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all and value diversity and inclusiveness. All qualified applicants will be considered regardless of race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Reasonable accommodations are available on request.

For accommodations, please contact hr@cloudflare.com or mail to 101 Townsend St, San Francisco, CA 94107.

Seniority level: Mid-Senior level

Employment type: Full-time

Job function: Sales and Business Development

Industries: IT Services and IT Consulting, Technology, Information and Internet, and Computer and Network Security

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