Commercial and Contracts Manager - Air Traffic Management

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 LOCATIONS * Tokyo, Japan ABOUT THE ROLE 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. As a Cloudflare Sales Manager, you will focus on leading a team of strategic account executive and account executives. You and your team will grow our market share amongst commercial companies in Japan. The most qualified of candidates will understand how to attract, hire, and manage high performing account executives to hit sales targets and drive company goals. This role needs to communicate effectively across multiple departments, have the ability to shift gears at a moment's notice, and provide air cover for their team while advocating internally for their interests/needs. All of this with the main purpose of maintaining strong sales performance, meeting budget expectations and targets. The Commercial Sales Manager role will report to the Head of Territory Sales, Japan. RESPONSIBILITIES * Meet or exceed quarterly team revenue targets * Partner with Recruiting to attract and hire top sales talent * Manage contract negotiations and salesforce reporting * Manage, coach, and develop a team of Commercial Account Executives. * Provide strategic direction to the sales organization and support to sales representatives as they manage deals from first contact to close * Work on the continuous improvement of sales processes and procedures DESIRABLE SKILLS, KNOWLEDGE, AND EXPERIENCE * Experience managing a team of quota carrying sales talent * Experience directly managing a pipeline of complex deals * A proven track record of sales achievement as a sales representative * Exemplary communication skills, both written and verbal, with confidence to develop and present ideas to varying levels of audiences * Deep understanding of the sales process as it relates to Mid market companies * Hands-on leader that strikes a balance between strategic vision and tactical execution 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. Here’s the deal - we don’t store client IP addresses never, 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. Sound like something you’d like to be a part of? We’d love to hear from you! 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.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. 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.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

THE ROLE Company Overview Ore Energy is on a mission to fundamentally expand the amount of energy society can reliably use, helping move civilization toward a more abundant energy future. We are doing this by developing long-duration, utility-scale iron-air batteries that provide safe, low-cost, multi-day energy storage for electricity grids. Our technology is designed to enable renewable power to become a dependable source of energy at scale, supporting the transition to a cleaner, more resilient and more electrified world. Ore Energy has built significant momentum toward commercial deployment. The company has raised significant investment from leading European investors, demonstrated its technology under real-world utility conditions, and is now moving toward large-scale commercial deployments. Utilities, grid operators and renewable energy developers are at the heart of Ore Energy’s commercial strategy. As electricity grids carry more intermittent renewable generation, the need for long-duration storage to balance supply and demand across multiple days is becoming increasingly urgent. Our iron-air batteries are designed to address exactly this challenge. Additionally, they enable further integration of renewables, provide a congestion management tool, act as a critical gas peaker replacement and unlock new revenue streams through energy trading and ancillary services markets. Role Overview As Business Development Manager - Utilities, you will own and develop Ore Energy’s commercial activities across the utility, grid operator and renewable developer segment. You will maintain, further expand and convert a qualified pipeline of opportunities across these spaces. You will be part of the commercial team, reporting directly to the Chief Commercial Officer (CCO). You will work cross-functionally with product, engineering and project development teams to translate customer and market needs into bankable commercial propositions. Beyond individual deal-making, you will also play an active role in shaping commercial strategy, maintaining and improving BD processes, engaging with industry and regulatory stakeholders, and supporting tender procedures. This is a senior, customer-facing role for someone with deep knowledge of electricity markets, grid systems, renewable energy development and long-duration energy storage, combined with a relevant existing network across utilities, TSOs, DSOs and renewable developers. KEY RESPONSIBILITIES * Develop, qualify and manage Ore Energy’s commercial pipeline across utilities, grid operators (TSOs and DSOs), renewable energy developers and energy traders. * Build and maintain relationships with key decision-makers across commercial, technical, sustainability, procurement and regulatory teams at target organisations. * Identify customer needs, use cases and market opportunities, and translate these into customer-specific business cases together with relevant colleagues internally — including co-location with renewable assets, standalone grid support deployment and merchant energy trading strategies. * Lead commercial negotiations for commercial agreements and binding offtake contracts, ensuring a smooth transition into the project development phase.  * Support tender procedures by leading the commercial narrative, building consortia and coordinating with internal and external stakeholders to deliver competitive submissions. * Engage with industry organizations, associations and regulatory bodies to advocate for LDES within the energy regulatory framework and provide input on relevant legislation and policy developments. * Represent Ore Energy at trade fairs, industry events, conferences and strategic partnership discussions. * Align commercial strategy with market intelligence and customer feedback to continuously improve Ore Energy’s market positioning. * Maintain and improve commercial processes, including CRM management, opportunity tracking, sales documentation and lead management, while ensuring product development remains aligned with evolving market needs. YOUR PROFILE * 5+ years of experience in business development, sales or commercial roles in utilities, energy, renewables, grid infrastructure, energy storage or related sectors. * Demonstrated experience building and converting enterprise or infrastructure sales pipelines, including negotiation and closing of commercial agreements, framework agreements, binding offtake contracts, or similar long-cycle commercial contracts.  * Strong understanding of electricity markets, grid infrastructure and operations, renewable energy systems, and energy storage technologies, including long-duration energy storage (LDES). * Ability to engage senior stakeholders across commercial, technical and regulatory functions, and to manage complex commercial processes from first contact through to commercial agreement, including comfort engaging with both commercial and technical audiences. * Strong analytical and commercial skills, including the ability to evaluate project economics, storage business cases and customer value drivers. * Able to identify emerging market opportunities and translate customer needs into commercial growth strategies. * Professional fluency in Dutch and English. Additional languages, particularly German or French, are a plus. * Willingness to travel for customer meetings, industry events and project development activities. * An existing network across the utility and renewable energy ecosystem is a strong advantage, ideally including utilities, TSOs, DSOs, renewable developers, energy traders or infrastructure investors. * Entrepreneurial mindset and comfort operating in a fast-moving scale-up environment where the commercial playbook is still being built and where your input directly shapes the company’s commercial strategy.