Regional Sales Manager, Mid Market

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. As a result, they see 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 value candidates who have the instinct to spot a “normalized” problem and the AI‑native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up.

Location

Paris, France

About the Role

We are seeking a highly accomplished Account Executive to join our Commercial/Territory Mid‑Market Sales Team in France. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise‑level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C‑suite to technical leaders.

What You’ll Do

• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi‑million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments.
• Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers’ IT architectures, including applications and third‑party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.
• Multi‑Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare’s platform sale, actively involving and influencing technical C‑level minus one executives.
• Virtual Team Leadership: Set clear direction and lead a virtual team of in‑GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery.
• Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare’s services, directly linking them to customer business outcomes and strategic objectives.
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win‑win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities.
• Trusted Advisor & Coach: Build long‑term, executive‑level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work.
• Organizational Impact & Leadership: Consistently focus on the long‑term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company‑wide learnings to improve department and team execution.

Examples of Desirable Skills, Knowledge, and Experience

• Experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi‑million dollar quota targets.
• Ideally, expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments.
• Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales.
• Demonstrated success leading and influencing virtual cross‑functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure.
• Exceptional strategic communication and presentation skills, with a focus on articulating the “why” and conveying the whole picture to executive leadership and technical decision‑makers.
• Advanced negotiation skills with a track record of closing large, complex, six‑figure and multi‑million dollar deals.
• Expert‑level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts.
• Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes.
• Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve.
• Highly self‑motivated, entrepreneurial, and resilient, thriving in a fast‑paced, high‑growth environment with a consistent focus on long‑term goals.
• Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G‑suite, MSFT suite, MEDDPICC framework application).
• Bachelor’s degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred.
• Ability to travel as required to engage with key customers and internal teams.
• Language skills: French & English.

What Makes Cloudflare Special

We’re not just a highly ambitious, large‑scale technology company. We’re a highly ambitious, large‑scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers—at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy‑centric public DNS resolver. This is available publicly for everyone to use— it is the first consumer‑focused service Cloudflare has ever released. We don’t store client IP addresses ever, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Equal Opportunity & Accommodations

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require a reasonable accommodation to apply for a job, please contact us at or via mail at 101 Townsend St. San Francisco, CA 94107.