Senior Sales Manager (Central Eastern Europe, Digital Natives)

• Based out of our hub in London, you will help scale our new business revenues across the Digital Natives segment in the Central and Eastern Europe region by leading a team of Account Executives
• As a first line manager you will i) coach AEs and act as the first line of support on pipeline generation, deal execution strategy and day-to-day matters, ii) work with Sales Ops, Management, Marketing, Partners, BDRs and other sales supporting functions to drive and iterate on/improving Cloudflare’s brand awareness, Go-To-Market strategy, and adoption, and iii) help attract, hire, and ramp-up high-performing Account Executives to hit sales targets and drive company goals (DNR growth, new product attach rates etc.)
• Drive exceptional sales growth by meeting and exceeding assigned quarterly and annual quotas
• Manage, coach, and develop your team of Account Executives
• Provide day-to-day deal support and functional guidance to AEs
• Source, interview, and recruit top sales talents in coordination with recruiting and sales leaders
• Own and drive accurate and up-to-date AE KPI, reporting in Salesforce and provide attainment forecast guidance to sales management on a weekly basis
• Help define ideal AE profiles for the region
• Help on-board and ramp up AEs
• Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (Cloudflare One portfolio) attach rates, and other company goals
• Define and drive optimal Sales Go-To-Market coverage (vertical, geo-based etc.) for all market segments
• Drive channel relationships forward to accelerate channel business
• Help foster relationships between customer/partner executives and Cloudflare executives within key customer accounts
• Drive an efficient business cadence to cover forecast calls, pipeline, deal reviews, and account plan reviews …etc
• Devise and lead quarterly business reviews/kick-offs reporting on the overall health of the business in your region
• Set the bar and best practices when it comes to data-driven new business sales and growth of existing accounts
• Document functional best practices and work with Sales Enablement to develop AE sales play books for both core and new products
• Work with Regional/Global Sales Management, Marketing, Channel, Sales Ops, and necessary sales supporting functions to devise and implement strategies to drive up Cloudflare’s brand awareness and revenues in target markets
• Develop and maintain relationships with industry related organizations that are key to Cloudflare’s business in the region

Benefits

• Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
• Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
• Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
• Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
• Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members’ commute to work via public transportation without the extra cost burden.
• Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.

Capacity to strive in a diverse and multicultural workplaceSelf-motivated with an entrepreneurial spirit and comfortable working in a fast-paced and dynamic environmentExperience developing & rolling-out Go-to-Market strategies in a fast-paced, rapidly changing environmentAptitude to learn new technical concepts and termsExperience directly managing a high volume, high velocity pipeline driving rapid growth while delivering long term value to our customersEstablished experience and relationships with the Cybersecurity and SaaS/Cloud community in the assigned market with the ability to establish and grow strong partnershipsExcellent presentation and communication skills, both written and verbal, with confidence to develop and present ideas to different audience levelsHaving a well regarded market reputation with strong related connections and relationshipsHands-on leader that strikes a balance between strategic vision and tactical executionYou should have 5+ years experience managing a team of quota-carrying sales reps with a successful proven track record of selling and upselling complex solutions across all market segments in the Central and Eastern Europe region; preferably in a SaaS/Cloud/Cybersecurity platforms industryBachelor’s degree required in a related field (Computer engineering, computer science or similar studies). MBA or MIS a plusA minimum of 15 years of overall sales experience out of which at least 10 years should be focused on the Central and Eastern Europe region working across the Digital Natives spaceExperience with Salesforce and other sales reporting and BI toolsFluency in English and at least one Central and Eastern European languages

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