We are seeking a seasoned professional to lead our Field Engineering team in Germany, focusing on strategic manufacturing and energy customers. As a player-coach, you will balance hands-on involvement in critical customer engagements with building repeatable motions, artefacts, and coaching mechanisms that scale impact across the team.

Key Responsibilities:

• Build, lead, and scale the pre-sales (Solutions Architect) team for Strategic Manufacturing and Energy customers in Germany, including hiring, coaching, performance management, and career development, and owning coverage for complex industrial stakeholder environments.

• Own pre-sales ROI and effectiveness, including coverage models, prioritisation, and impact on win-rate, sales cycles, and customer adoption.

• Act as a player-coach in strategic opportunities by balancing hands-on involvement in the most critical customer engagements with building repeatable motions, artefacts, and coaching mechanisms that scale impact across the team.

• Establish and reinforce a solution- and value-based selling culture, focused on business outcomes, not just technical excellence.

• Partner closely with Sales leadership to support forecast accuracy, pipeline quality, and consumption growth in a usage-driven business model.

• Engage with C-level and senior executives at strategic customers to build trusted relationships and long-term partnerships.

• Drive a scalable adoption model by anchoring partner and PS attach and establishing a crisp pre-/post-sales handshake tied to consumption outcomes (onboarding readiness, adoption milestones, expansion path).

• Represent Field Engineering as part of the regional leadership team, contributing to Databricks' brand, market positioning, and growth in Germany.

Requirements:

• Proven experience building and managing pre-sales or technical field teams in a high-growth environment.

• Strong background in data engineering, analytics platforms, databases, or data science, gained through engineering, consulting, or technical leadership roles.

• Demonstrated success in consumption-based or SaaS business models, including forecasting, expansion, and customer adoption.

• Ability to operate as a player-coach, balancing hands-on deal involvement with scalable team leadership.

• Track record of partnering effectively with Sales and cross-functional leaders to drive measurable business outcomes.

• Experience establishing repeatable processes that improve efficiency without limiting innovation or ownership.

• Passion for the data and AI market and the ability to articulate a clear, executive-level POV on the value of Databricks.

• Executive presence with the ability to influence and communicate confidently at C-level.

• Fluent German (highly preferred) and fluent English (required).

About Databricks

Databricks is a data and AI company providing a unified and democratized data, analytics, and AI platform. It has over 10,000 organisations worldwide relying on its services.

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As an Associate Solutions Consultant, you will:

• Paint the vision of the Figma Platform and guide customers in realizing the value of expansion
• Conduct technical discovery with product teams to uncover pain points across ideation and prototyping, design systems, design-to-dev handoff, and developer workflows
• Create presentations and tailored demos to showcase proposed solutions
• Advise on deal strategy by helping AEs qualify opportunities, assess technical risk, and progress deals forward
• Own IT and Security relationships during the deal cycle by addressing security questionnaires and enterprise requirements, in order to help customers adopt the platform securely and at scale
• Collaborate with Product and Engineering to quantify customer needs and help influence the product roadmap
• Design and scale technical sales efforts, facilitating conversations and connections between our customers, sales and product teams
• Create thoughtful content to delight customers and internal partners surrounding the Figma platform

We'd love to hear from you if you have:

• 4+ years professional experience including 2+ years positioning software in a presales capacity
• Experience selling to or working within product development teams, including design, engineering, or product
• Demonstrated ability to adapt to new technologies and learn quickly

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you're excited about this role but your past experience doesn't align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

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This will give you the opportunity to have a meaningful impact with a diverse group of customers. You will uncover and optimise workflows and advanced use cases that power today's businesses. You will be driving all facets of success across the customer journey for Dropbox's most valued customers.

You will partner with the Account Manager team to support Dropbox business objectives, including driving customer retention and growth for Dropbox's expanding product portfolio. We are a collaborative, customer-oriented team, are 'worthy of trust' and strong advocates for our customers.

Responsibilities:

• Build and maintain strong relationships with customers as a trusted advisor throughout their journey with Dropbox
• Lead customer engagement efforts to drive deployment, product education, usage, adoption, and integration into daily workflows
• Drive increased product value realisation across the customer base and improved user advocacy
• Ensure customers achieve their desired outcomes through Mutual Success Plans and influence account growth in close partnership with Sales
• Proactively flag and collaborate with CX or Product teams to resolve customer issues efficiently
• Prepare and deliver Success Business Reviews, providing insights on adoption, planning, and product updates
• Maintain a deep understanding of Dropbox products and roadmap, promote new features, and serve as the voice of the customer internally
• Collaborate with internal teams such as marketing, product, and sales to ensure customer satisfaction, retention, and growth

Requirements:

• 5+ years of experience in B2B SaaS Customer Success, with a proven record of driving product deployment, increasing customer adoption, and improving retention
• Strong experience managing strategic customer relationships at large enterprises (2,000+ employees) with a collaborative and proactive approach
• Experience with e-signature API or other API products and integrations
• A technical aptitude with experience in communicating effectively at all levels
• Customer-oriented problem-solving and analytical mindset
• Possesses the ability to communicate with end-users, IT administrators, developers, and stakeholders at all levels
• A self-starter with demonstrated success navigating complex scenarios, leading cross-functional initiatives, and thriving in fast-paced, dynamic environments
• Positive, team-oriented mindset with the ability to contribute meaningfully to overall team culture
• Excellent collaboration skills and the ability to build strong, long-lasting relationships across teams and the organisation
• Bachelor's degree or equivalent experience required
• Flexibility to travel occasionally for global offsites and customer on-site meetings (generally less than 10% of the time)

Preferred Qualifications:

• Solid knowledge of generative AI and search infrastructure
• Experience with technical products like e-signature API, other API products or security products with strong experience with integrations for deployments
• Experience with integrations and AI tools
• Previous experience with CRM systems, paired with strong analytical and quantitative skills

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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.

We protect and accelerate 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.

Available Location: Switzerland

About the Role

We are seeking a highly accomplished and strategic Account Executive to join our Swiss Sales Team, specifically for the German speaking part of Switzerland. 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 Cloudflare'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 Cloudflare 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 Cloudflare 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 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. Position Cloudflare as a critical enabler of these transformations.

Compelling Value Creation

Articulate highly compelling, strategic value propositions for Cloudflare'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.

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 Cloudflare, 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

5+ years of advanced experience selling complex technology solutions in a B2B enterprise model, 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 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 (C-level minus one).

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

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