Senior Sales Manager, Mid Market

About Us 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. At Cloudflare, 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: Paris About the Department Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. About the Role Our Southern Europe Sales Team has been building an Enterprise focussed team spanning across mid-tier and all the way up to Global 2000 Enterprise accounts. Cloudflare has accelerated bringing both Enterprise and Fortune 1000 companies onto our platform in recent years, and this team will do that with more focus, faster pace, and higher long term growth expectations. As the Sales Manager you will lead our France Mid Market Sales Team. We are seeking a highly experienced and talented Mid Market Accounts’ Sales Leader to help us manage and grow the organisation with overall responsibility for driving Cloudflare's revenue, hiring and brand awareness while maintaining the Cloudflare Culture. The position will require leadership that spans go-to-market strategy development, managing Mid Market Account Executives and key account planning program development and implementation, executive relationship mapping and alignment, cultivating deep levels of trust and product co-creation, balancing short term with long term sales cycles and collaborating extensively cross-functionally to bring to bear product, marketing, support, success, solution engineering and channel onto our highest growth potential accounts. Key Responsibilities - Team Building & Hiring: Continue to build, recruit, and coach the France Mid-Market Sales Team in close partnership with recruiting resources and regional leadership. - Team Leadership: Direct leadership of Mid-Market Account Executives (AEs), while aligning cross-functional support roles (BDRs, Solutions Engineering, Customer Success, Field Marketing). - Execution & Revenue Growth: Drive sales growth through operational rigor, consistent pipeline generation, tight sales execution, and targeted regional go-to-market initiatives. - Process & Methodology: Implement and drive best practices using the company’s sales methodology (e.g., MEDDPICC) across pipeline management, forecasting, and account expansion. - Regional Strategy: Execute sales strategies tailored to the French mid-market segment and mid-sized enterprises (ETI), ensuring fast sales cycles and quick customer time-to-value. - Deal Support: Act as an operational point of contact and dynamic "player-coach" to help close strategic mid-market deals and resolve operational roadblocks. - Governance: Ensure corporate policy and sales standards are consistently followed by the team. - Cadence & Rigor: Maintain a structured operational cadence: weekly forecast calls, pipeline reviews, 1-on-1 coaching sessions, deal reviews, and team meetings. Desired Skills, Knowledge and Qualifications - Experience: 5+ years of sales management experience in B2B SaaS/Tech, preceded by a strong track record as an individual contributor selling into mid-sized businesses. - Language skills: Fluency in French and English is required. - Mid-Market Focus: Proven success managing medium-length, high-velocity sales cycles (30–

5+ years of sales management experience in B2B SaaS/Tech; fluent in French and English; experience managing mid-market accounts and leading cross-functional teams

Team Building & Hiring: Build, recruit, and coach the France Mid-Market Sales Team in collaboration with recruiting and regional leadership. Team Leadership: Direct leadership of Mid-Market Account Executives, aligning with cross-functional support (BDRs, Solutions Engineering, Customer Success, Field Marketing). Execution & Revenue Growth: Drive sales growth through pipeline generation, rigorous sales execution, and regional go-to-market initiatives. Process & Methodology: Implement and drive best practices using MEDDPICC across pipeline management, forecasting, and account expansion. Regional Strategy: Tailor sales strategies to the French mid-market and ETI segments for fast cycles and quick time-to-value. Deal Support: Act as an operational point of contact to help close strategic mid-market deals and resolve roadblocks. Governance: Ensure compliance with corporate policy and sales standards. Cadence & Rigor: Maintain weekly forecast calls, pipeline reviews, 1-on-1 coaching, deal reviews, and team meetings.