Senior Territory Account Executive, Central Eastern Europe - Digital Natives

Cloudflare; United States; On-site; USD 120,000 - 200,000; Full time

Job summary

United States Digital Space LLC is seeking a highly accomplished Account Executive to join our Digital Natives Sales team for the Central Eastern Europe region. You will drive growth by leading multi‑million dollar sales cycles, acquiring new logos, and guiding engagements from C-suite to technical leaders.

You will forecast accurately, manage strategic pipelines, and demonstrate deep understanding of customer IT architectures to map to our reference architectures and platform solutions.

Qualifications

• Fluent English required; CEE language proficiency desirable.
• 6+ years selling complex tech into Digital Native clients in CEE.
• Deep knowledge of Cloud Networking, Security and Edge Computing.
• Proven ability to map IT architectures to Reference Architectures.
• Excellent negotiation and closing capabilities.

Responsibilities

• Architect and execute territory and account plans to exceed multi-million dollar targets.
• Lead proactive pipeline management with accurate forecasts and strategic guidance.
• Develop deep understanding of customers’ IT architectures and map to company reference architectures.
• Orchestrate multiple complex engagements across business units within an organization.
• Lead virtual cross-functional teams including Solution Engineers, Product Managers, Deal Desk and Legal.
• Position the company as a digital transformation enabler and articulate compelling value propositions.
• Drive contract negotiations and close complex deals with executive stakeholders.

Skills

English fluency

CEE languages

Advanced sales acumen

Strategic account management

Negotiation skills

Executive-level communication

Cross-functional collaboration

Job description

About Us

At the company, 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. the company protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by the company 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. the company was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At the company, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. 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. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Available Location: Amsterdam, Netherlands or London, United Kingdom

About the Role

We are seeking a highly accomplished and strategic Account Executive to join our Central Eastern Europe (CEE) Digital Natives Sales team. 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 (e.g., Head of/VP of Networking or Security).

As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about the company's products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant the company Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how the company uniquely enables their strategic initiatives.

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 the company 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 the company'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. Position the company as a critical enabler of these transformations.

• Compelling Value Creation: Articulate highly compelling, strategic value propositions for the company's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the "why," communicating the whole picture to both internal and external stakeholders.

• 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. Share learnings proactively to build trust across the organization.

• 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. Serve as a leader within the company, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long‑term thinking.

Examples of Desirable Skills, Knowledge, and Experience

• Fluency in English and one of the languages from the CEE (written and spoken).

• 6+ years of advanced experience selling complex technology solutions into Digital Natives companies across CEE, with a significant track record of consistently exceeding multi-million dollar quota targets.

• Deep 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 (e.g., SMBs, enterprise, vertical markets).

• Proven ability to deeply understand complex customer IT architectures and effectively map them to the company 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 (C-level minus one).

• Advanced negotiation skills