Sales Manager - Territory Market UK&I
About The Position
Based in London, you will help scale our new business revenues across SMB/Mid-Market, and high-growth digital native accounts in the UK&I markets by leading a team of Territory Account Executives. As a first line manager you will i) coach AEs and act as the first line of support on deal execution strategy and day-to-day matters, ii) work with SalesOps, Management, Marketing, Partners, BDRs and other sales functions to drive and iterate on/improve 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.).
Requirements
- 3+ years of sales leadership experience, coupled with 5+ years of successful track record selling and upselling complex solutions to SMB, Mid-market customer accounts
- Experience directly managing a high volume, high velocity pipeline while delivering long term value to our customers
- Performance/Security experience highly preferred
- Exemplary communication skills, both written and verbal, with confidence to develop and present ideas to varying levels of audiences
- Hands-on leader that strikes a balance between strategic vision and tactical execution
- Experience with Salesforce and other sales-related systems
- Excellent project management skills
- Self-motivated, entrepreneurial spirit
- Comfortable working in a fast paced, dynamic environment
- Capacity to strive in a diverse and multicultural workplace
- Aptitude to learn technical concepts/terms
- Bachelor’s degree required
Responsibilities
- Meet and exceed individual and team 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 ideal Territory AE profile for the UK&I
- Help on-board and ramp up Territory AEs
- Develop and iterate on enablement programs to accelerate ramp of newly onboarded reps
- 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 UK&I SMB, Digital Native, and Mid-Market segments
- Drive channel relationships forward to accelerate partner revenue
- Help foster relationships between customer/partner executives and Cloudflare executives within key customer accounts
- Devise and lead quarterly business reviews/kickoffs reporting on the overall health of the business in your region
- Bubble up product/marketing/network/other asks critical to our success in the UK&I to senior leadership
- 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, Partners, SalesOps, and necessary Sales functions to devise and implement strategies to drive up Cloudflare’s brand awareness and revenues in target markets
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Number of Employees
1,001-5,000 employees
