About Cloudflare
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, resulting in significant performance improvement and decreased spam and other attacks.
Available Locations: Dubai, UAE
Account Executives, Business Development Representatives, Solution Engineers, and Customer Success all work together to help customers adopt Cloudflare and build great Internet-enabled experiences. The sales team helps customers take on real, technical problems while building the revenue streams that help the company provide free service to millions in the community.
Based out of Dubai, you will help scale new business revenue across Commercial and Mid-Market accounts in the UAE and Oman by leading a team of Account Executives. As a first line manager you will:
•Coach AEs and act as the first line of support on pipeline generation, deal execution strategy and day-to-day sales development matters
•Work with SalesOps, Management, Marketing, Channel, BDRs and other sales supporting functions to drive and iterate on improving Cloudflare's brand awareness, Go-To-Market strategy, and adoption
•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.)
Responsibilities
•Drive exceptional sales growth by meeting and exceeding assigned quarterly and annual quotas
•Manage, coach, and develop your team of Account Executives
•Provide day-to-day deal support and functional guidance to 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 AE profiles for the region
•Help onboard and ramp up 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 all 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, deal reviews, and account plan reviews, etc.
•Devise and lead quarterly business reviews/kick-offs 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
•Fluency in English (written and spoken). Arabic is a plus
•A minimum of 10 years of overall sales experience, of which at least 5 years focused in the UAE and Oman
•A minimum of 5 years experience managing a team of quota-carrying sales reps with a successful proven track record of selling and upselling complex solutions across the UAE and Oman; preferably in a SaaS/Cloud/Cybersecurity platforms industry
•Experience directly managing a high volume, high velocity pipeline driving rapid growth while delivering long term value to customers
•Experience developing & rolling-out Go-to-Market strategies in a fast-paced, rapidly changing environment
•Excellent presentation and communication skills, both written and verbal, with confidence to develop and present ideas to different audience levels
•Established experience and relationships with the Cybersecurity and SaaS/Cloud community in the Sub Saharan Africa market with the ability to establish and grow strong partnerships
•Hands-on leader that strikes a balance between strategic vision and tactical execution
•Well-regarded market reputation with strong related connections and relationships
•Experience with Salesforce and other sales reporting and BI tools
•Self-motivated with an entrepreneurial spirit and comfortable working in a fast-paced and dynamic environment
•Capacity to thrive in a diverse and multicultural workplace
•Aptitude to learn new technical concepts and terms
•Bachelor's degree required in a related field (Computer engineering, computer science or similar studies). MBA or MIS a plus
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Any offer of employment may be conditioned on authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
