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Salary: EUR 152,000 - 209,000 / annual
Cloudflare is seeking a Senior Territory Account Executive to drive the full sales cycle—from prospecting through closing—for new and existing customers in the Baltics region. You will identify and progress cross-sell opportunities to maximize revenue goals while selling new products and generating additional sales revenue through effective outreach.
The ideal candidate combines sales acumen with technical depth, enabling engagement across administrative, operational, and executive levels within network operations, development, and technical infrastructure teams. You will develop and execute a comprehensive account and territory plan to achieve quarterly sales and annual revenue targets. Key responsibilities include:
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell), and renewal within your territory
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts
• Understand customer use cases and pair them with Cloudflare's portfolio solutions to identify new sales opportunities
• Craft and communicate compelling value propositions for Cloudflare services; drive awareness through outbound campaigns on product and feature 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
• Build long-term strategic relationships with key accounts as a trusted advisor, ensuring customer adoption, retention, and expansion
• Regularly evaluate usage trends and articulate value during business reviews
• Network across business units within each account and multi-thread to identify and engage new divisional buyers
• Position Cloudflare's platform (including Cloudflare One and the Connectivity Cloud) in target customers
• Operate as an internal liaison with cross-functional teams to share customer feedback and insights
• Travel frequently to visit customers and prospects
You are passionate about sales with a hunger to win and exceed targets. You possess strong customer service skills, putting clients first and delivering on commitments. You are personable, resilient, and a culture champion—friendly, warm, and professional. You remain cool and calm under pressure, effectively managing competing priorities and solving multiple problems quickly. You are self-motivated with an entrepreneurial spirit and comfortable in fast-paced, dynamic environments.
REQUIREMENTS:
• 6+ years of B2B selling experience, specifically selling Enterprise Software, 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
• Experience managing longer, complex sales cycles
• Working knowledge of the cloud infrastructure and security space
• Solid understanding of computer networking and Internet functioning
• Keenness for learning technical concepts and terms; technical background in engineering, computer science, or MIS is advantageous
• Strong interpersonal communication skills (verbal and written) and organizational skills
• Enterprise IT/Cyber Security background preferred
• Fluency in Estonian, Latvian, or Lithuanian required
