Territory Account Executive, UAE - Startups

Cloudflare•San Francisco, CA

4d•Onsite

About The Position

Cloudflare is seeking a Territory Account Executive to join its Digital Natives team in Dubai, focused on startups in the UAE. The role drives growth across an assigned portfolio and through new-customer acquisition, leading complex sales cycles and large-scale platform sales. The Account Executive engages stakeholders ranging from C-suite executives to technical leaders, develops a thorough understanding of customer IT architectures, and aligns them with Cloudflare Reference Architectures and solutions. The role requires advanced sales expertise and technical fluency across Cloudflare’s products and use cases. The Account Executive is accountable for strategic territory planning, accurate forecasting, pipeline management, and exceeding sales targets. They act as a trusted advisor on digital transformation, build executive relationships, lead complex negotiations, and coordinate virtual teams to secure customer outcomes and long-term adoption, retention, and expansion.

Requirements

Fluency in written and spoken English.
At least 5 years of advanced experience selling complex technology solutions in a B2B enterprise model, with a consistent record of exceeding targets.
Deep expertise in Cloud Networking, Security, and Edge Computing, including the ability to explain features, benefits, and use cases across customer segments.
Ability to understand complex customer IT architectures and map them to Cloudflare Reference Architectures for platform sales.
Demonstrated ability to lead and influence virtual cross-functional teams to close complex deals.
Exceptional strategic communication and presentation skills with executive and technical decision-makers.
Advanced negotiation skills and a record of closing large, complex six-figure and multi-million-dollar deals.
Expertise in discovery, positioning, competitive selling, negotiation, closing, and expansion within enterprise accounts.
Knowledge of digital transformation trends and their impact on enterprise customers.
Strong coaching and mentorship abilities.
Self-motivated, entrepreneurial, and resilient, with the ability to thrive in a fast-paced, high-growth environment.
Proficiency with sales and business intelligence platforms such as Salesforce, Tableau, G-suite, and MSFT suite, and application of the MEDDPICC framework.
Bachelor’s degree required.
Ability to travel up to 50% to meet customers and internal teams.

Nice To Haves

Technical background, such as engineering, computer science, or MIS.
Experience selling to SMB, enterprise, and vertical-market customer segments.

Responsibilities

Architect and execute territory and account plans to exceed multi-million-dollar sales targets and annual quotas, focusing on new business acquisition and account expansion.
Lead strategic pipeline management and provide accurate forecasts and insights to sales leadership.
Understand customer IT architectures, applications, and third-party technologies, and align Cloudflare Reference Architectures to customer environments.
Manage multiple complex engagements across business units and connect customer needs to Cloudflare platform opportunities.
Set direction and lead virtual teams of regional specialists, Product Managers, Deal Desk, and Legal to manage and close opportunities.
Serve as an authority on digital transformation and market trends, positioning Cloudflare as an enabler of customer initiatives.
Present strategic value propositions that connect Cloudflare services to customer business outcomes and objectives.
Lead complex contract negotiations and close new-business and expansion opportunities.
Develop executive-level customer relationships that support adoption, retention, and expansion.
Provide constructive feedback and coaching to colleagues and share learnings across the organization.
Consider long-term business and team needs, share organizational insights, and contribute leadership that elevates others.