Senior Manager, Customer Engineering - Central Eastern Europe

Cloudflare • San Francisco, CA

1d

About The Position

Cloudflare is hiring a Senior Manager, Customer Engineering for Central Eastern Europe, with available locations in London, United Kingdom, or Amsterdam, Netherlands. The role sits within the go-to-market organization and leads a team of quota-carrying Customer Engineers responsible for customers' technical journey from discovery through adoption, retention, and account expansion. Reporting to a Customer Engineering Senior Leader, the manager builds, coaches, and enables a high-performing team while ensuring that AI-augmented workflows reduce administrative work and help the team focus on architecture, technical validation, and measurable customer outcomes.

This is a player-coach role requiring the ability and willingness to work directly with customers and lead by example. The manager manages daily, forecasts weekly, and continually hires, staying connected to the technical, commercial, and operational aspects of customer engineering. The role may require travel of up to 25–50% for customer meetings, team offsites, industry events, and in-person collaboration.

The position offers a competitive base salary and variable compensation tied to team performance against new business acquisition, expansion, adoption, and retention targets. For Netherlands-based hires, the estimated annual salary is EUR 133,000–209,000, including on-target incentive compensation under Cloudflare's Sales Compensation Plan. The role is also eligible for Cloudflare's equity plan.

Requirements

• At least 5 years of experience leading quota-carrying, customer-facing technical teams in a SaaS, cloud, or infrastructure environment.
• A track record of hiring, developing, and retaining technical talent.
• Ability to whiteboard, design, and explain complex enterprise network and security architectures sufficiently to guide coaching and deal reviews.
• Strong communication and consultative skills, including translating technical concepts into business outcomes for engineers and C-level executives.
• Demonstrated success owning and forecasting a revenue number, preferably in enterprise B2B SaaS or infrastructure.
• Deep understanding of enterprise sales cycles, SaaS metrics, ACV, renewals, and expansion motions.
• People-management and coaching skills, including guiding technical sellers through complex deals, difficult conversations, and career growth, and providing direct, actionable feedback.
• Exceptional written and verbal communication and the ability to influence executives, peers, and cross-functional teams, and represent the team in executive QBRs and regional business reviews.
• Familiarity with AI-augmented workflows, LLMs, and automation approaches that improve productivity, and willingness to lead by example in adopting AI tools.
• Technical fluency in at least two or three of these areas: Internet fundamentals (DNS, HTTP(S), TCP/IP, SSL/TLS); security (WAF, Bot Management, Zero Trust, SASE, threat mitigation); performance (caching, latency, content delivery, traffic steering); or platform/cloud (cloud platforms, edge services, APIs, automation, developer tooling).
• Undergraduate or graduate degree in Computer Science, Engineering, Business, or a related field.

Nice To Haves

• Prior quota-carrying experience in Solutions Engineering, Customer Engineering, Sales Engineering, or a related technical field.
• Experience with Cloudflare's product portfolio or familiarity with CDN, security edge, Zero Trust, developer platforms, or AI workloads.
• Experience managing managers or teams distributed across regions and time zones.
• A track record of improving operating cadence, enablement, and forecasting discipline in a fast-growing technical sales organization.
• Understanding of compliance frameworks such as PCI DSS, HIPAA, SOC 2, GDPR, or FedRAMP.
• Experience from a hyperscaler, digital native, distributed systems environment, or startup.

Responsibilities

• Recruit, onboard, coach, and retain a diverse team of Customer Engineers across multiple levels; set expectations, hold regular one-to-ones and performance reviews, and foster a strong feedback culture.
• Manage the team's opportunity pipeline, forecast new business and expansion outcomes weekly, maintain forecast accuracy, identify risks early, and coach deal strategy.
• Be accountable for the team's new business acquisition, expansion, adoption, and consumption targets; partner with Sales, Customer Experience, Professional Services, and regional leadership on account planning and execution.
• Join Customer Engineers on critical customer calls, QBRs, discovery sessions, and proof-of-concept reviews, providing real-time coaching on architecture, commercial positioning, and executive communication.
• Ensure the team follows GTM processes for forecasting, opportunity management, account planning, and QBR cadence; use dashboards and operational reviews to identify trends, remove friction, and promote consistency.
• Champion adoption of AI agents, LLMs, and automation tools; identify ways to reduce administrative toil, improve response quality, and scale technical advisory impact.
• Represent the team and territory in leadership meetings and partner with Product, Engineering, Support, Marketing, and Enablement to share field feedback and advocate for customer and team needs.
• Model Cloudflare's values and foster an inclusive, high-performance culture based on curiosity, ownership, and continuous improvement.
• Travel as needed, potentially up to 25–50%, for customer meetings, team offsites, industry events, and in-person collaboration.

Benefits

• Eligibility to participate in Cloudflare's equity plan.
• Variable incentive compensation under the Sales Compensation Plan, tied to team performance against new business acquisition, expansion, adoption, and retention targets.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior