Sales Manager - Mid-Market - MET Region

About the job
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 a 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.

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 cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Responsibilities

• Drive exceptional sales growth by meeting and exceeding assigned quarterly and annual quotas.
• Manage, coach, and develop a team of Territory Account Executives.
• Provide day-to-day deal support and functional guidance to Territory 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 the ideal Territory AE profile for the region.
• Help on-board and ramp up Territory 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 the MET SMB, Digital Native, and Mid-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 and deal reviews, and account plan reviews, etc.
• Devise and lead quarterly business reviews/kickoffs 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 playbooks for both core and new products.
• Work with Regional/Global Sales Management, Marketing, Channel, SalesOps, 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.

Requirements

• A minimum of 15 years of overall sales experience with specific years managing a team of quota-carrying sales reps and proven track record selling to SMBs, Mid-market customer accounts.
• Experience directly managing a high volume, high-velocity pipeline driving rapid growth while delivering long-term value to customers.
• Experience developing and rolling out Go-to-Market strategies in a fast-paced, changing environment.
• Excellent presentation and communication skills.
• Established experience and relationships with the Cybersecurity and SaaS/Cloud community in the region.
• Hands-on leader with a balance between strategic vision and tactical execution.
• Strong market reputation with related connections and relationships.
• Experience with Salesforce and other sales reporting and BI tools.
• Self-motivated with entrepreneurial spirit and comfortable in a fast-paced environment.
• Capacity to strive in a diverse and multicultural workplace.
• Aptitude to learn new technical concepts and terms.
• Fluent in Arabic and English, Turkish is a plus.
• Bachelor’s degree required in a related field.