Sales Manager, Mid-Market Commercial
2 months ago
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.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us
Available Locations: Remote, US
About the department
The Americas GTM team is Cloudflare's largest sales organization that comprises AEs, AMs, SEs, BDRs, CSMs, and Operations roles - all working together to help our customers adopt Cloudflare and create phenomenal internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems and needs to support their business outcomes, while also creating revenue streams that fuel Cloudflare's culture of innovation and excellence.
About the role
As a MM Manager, you will have the opportunity to position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing strong pipeline and forecast management practices. You will extensively interact with other teams within Business Development, Sales Operations, Product, and Marketing to drive new business across untapped accounts.
This leadership role is within the commercial mid-market segment, and focuses on both the acquisition of new commercial accounts, as well as the expansion of existing customer accounts. Within the mid-market segment, you will support a team of account executives. A consistent expectation for all sellers within this segment, will involve developing customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams, as an avenue to building and converting thousands of prospective customers.
This role extends beyond analyzing and reporting; we take pride in helping to design and implement solutions to the different challenges that can arise in our fast paced and innovative environment.
Responsibilities
- Accurately forecast commits by month and quarter, and deliver attainment to quarterly and annual sales targets.
- Oversee, coach and motivate a team of account executives, consistently measuring their success against overall quota attainment, new logo acquisition and expansion into existing accounts.
- Hold regular 1x1s with team members, maintaining open and transparent communication.
- Develop and uplevel team selling abilities through consistent focus on enablement, solution selling and metric improvements. Build and refine sales runbooks and scripts.
- Assist in the continued codification of various product focused playbooks on how to connect data led insights to Cloudflare solutions that solve critical business challenges Cloudflare customers face daily.
- Maintain a funnel of new hire candidates by continuously interviewing and building a network of candidate potentials.
- Monitor access and proficiency of enablement resources and various sales tool licenses.
- Collaborate with Sales Enablement, Product and Product Marketing to provide and optimize sales training for newly launched features and products.
Requirements
- Experienced (5 to 7+ years) high-growth SaaS leader with experience leading sales teams.
- Experience driving best practices in a channel or distributor environment.
- Experience in developing scalable relationships with target partners, to expand the partner ecosystem in targeted regions.
- Record of high performance in consistently meeting and exceeding team plan (while also supporting the majority of direct reports to success).
- Excellent written communication and presentation skills.
- Track record of success in selling new products and early access solutions.
- Experience in networking across business units within an account and through M&As; multi-thread to identify, engage and close new divisional buyers.
- Demonstrable record of success and passion for acquisition and expansion tactics.
- Coaching level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies.
- Strong talent for driving consensus and support among internal and external stakeholders and champions.
Equity
This role is eligible to participate in Cloudflare's equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
Financial Benefits
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
Time Off
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
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: We equip politically and artistically important organizations and journalists 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: We created 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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
1.1.1.1: We released 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
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 or via mail at 101 Townsend St. San Francisco, CA 94107.
-
Mid-Market Sales Representative
2 months ago
Remote, Oregon, United States SecurityScorecard Full timeAbout SecurityScorecard:SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000...
-
Mid-Market Sales Engineer
4 weeks ago
Remote, Oregon, United States Abnormal Security Full timeAbout the RoleAbnormal Security is seeking an Mid-Market Sales Engineer (Central) to join our growing Sales Engineering team. As a Mid-Market Sales Engineer, you will be our customer's technical contact, and craft strategic business cases to win customers over & help them conquer their most intractable email security challenges. In conjunction with...
-
Enterprise Mid-Market Account Executive
4 weeks ago
Remote, Oregon, United States Sinch Full timeDescriptionWe are searching for an expert Mid- Market Sales Executive that has a real passion for technology and a proven history of managing and closing mid-six figure ACV deals. Sinch is in a high growth phase and we are investing in the U.S. sales team, and this represents a fantastic opportunity for an ambitious Sales Director to be involved at a stage...
-
Account Executive, Mid Market
4 weeks ago
Remote, Oregon, United States Deputy Full timeAt Deputy, we empower businesses to build thriving workplaces - ones where staff are engaged, customers are served well, businesses are legally compliant, and companies' profits thrive. Our reach extends across 70+ countries worldwide, serving more than 320,000 workplaces. Deputy is a global SaaS workforce management company headquartered in Sydney, San...
-
Commercial Intelligence Activation Manager
2 months ago
Remote, Oregon, United States Thermo Fisher Scientific Full timeWork ScheduleStandard (Mon-Fri)Environmental ConditionsOfficeJob DescriptionPosition Summary: This position will be responsible for developing and activating data science and generative AI initiatives and programs for Laboratory Products. This individual will play a meaningful role in driving utilization of sales enablement tools to optimize the commercial...
-
Commercial Sales Executive
1 week ago
Remote, Oregon, United States Procore Technologies Full timeJob Overview Procore Technologies is seeking a Commercial Sales Executive to enhance our Sales Team. In this capacity, you will leverage your understanding of Procore's offerings, sales strategies, methodologies, and customer demographics while engaging with key mid-market accounts. As a Commercial Sales Executive, your primary focus will be on...
-
Manager, Commercial Sales
3 weeks ago
Remote, Oregon, United States LastPass Full timeAbout LastPassLastPass is a leader in password and identity management, making it easier to log into life and work. Trusted by 100,000 businesses and millions of users, LastPass combines advanced security with effortless access for individuals, families, small business owners, and enterprise professionals. With LastPass, important credentials are protected...
-
Mid-Market Account Executive
3 months ago
Remote, Oregon, United States TCP Full timeTCP is committed to cultivating a diverse and inclusive team. However, we are not able to sponsor visas for this role. About TCP (TimeClock Plus):For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of...
-
Account Executive, Mid-Market Trials
1 month ago
Remote, Oregon, United States BILL Full timeDo the best work of your career as a champion for small and mid-size businesses.BILL is a leader in financial automation software for small and midsize businesses (SMBs). As a champion of SMBs, we are dedicated to automating the future of finance so businesses can thrive. Hundreds of thousands of businesses trust BILL solutions to manage financial workflows,...
-
Mid-Market Account Executive
1 month ago
Remote, Oregon, United States Teramind Full timeDescriptionTeramind is a hybrid, global workforce building the next-generation Insider Risk Management and User Behavior Analytics platform.Join our team of innovators who are redefining insider risk management through cutting-edge technology. More than 10,000 organizations across the globe have used' Teramind to mitigate insider threats and protect their...
-
Mid-Market Account Executive
4 weeks ago
Remote, Oregon, United States WorkRamp Full timeWorkRamp is the leading enterprise platform for corporate learning. We're out to revolutionize the way people onboard, train and get certified across the business. Top companies like Box, Lattice, Brex, and Intercom trust WorkRamp to deliver amazing learning experiences for their customers, partners, and employees. Why WorkRamp? -Recently raised a $40M...
-
Senior Manager, Global Marketing
2 months ago
Remote, Oregon, United States Lunaphore Full timeCompany DescriptionLunaphore Technologies S.A. is a Swiss company born in 2014 with the vision of enabling spatial biology in every laboratory. Lunaphore provides solutions based on a game-changing chip technology that can extract spatial proteomic and transcriptomic data from tumors and other tissues, transforming any assay into multiplex spatial biology...
-
Director of Non-Commercial Sales
2 months ago
Remote, Oregon, United States Impossible Foods Full timeThe Director of Non-Commercial Sales role is a key member of our Foodservice team and will lead and oversee our Non-Commercial network and team. This position requires extensive Non-Commercial Sales expertise, experience in managing a team, and the ability to set and execute on non-commercial strategies. This role will report to the Vice President of Sales...
-
Mid-Market Account Executive
4 weeks ago
Remote, Oregon, United States Bitwarden Full timeBitwarden empowers enterprises, developers, and individuals to securely store and share sensitive data. With a transparent, open-source approach to password management, secrets management, and passwordless and passkey innovations, Bitwarden makes it easy for users to extend robust security practices across all online activities. Founded in 2016 with...
-
Mid-Market Account Executive
1 month ago
Remote, Oregon, United States Calm Full timeAbout CalmCalm is on a mission to support everyone on every step of their mental health journey. With the #1 app for sleep, meditation and relaxation as well as a growing library of digital, evidence-based mental health programs, Calm offers trusted support for individuals and organizations alike. Our flagship consumer app provides personalized content and...
-
Senior Account Executive, Mid Market Payroll
1 month ago
Remote, Oregon, United States Restaurant365 Full timeRestaurant365 is a SaaS company disrupting the restaurant industry Our cloud-based platform provides a unique, centralized solution for accounting and back-office operations for restaurants. Restaurant365's culture is focused on empowering team members to produce top-notch results while elevating their skills. We're constantly evolving and improving to make...
-
Sales & Marketing Manager
4 weeks ago
Remote, Oregon, United States Milepost Consulting Full timePOSITION DESCRIPTIONThe Sales & Marketing Manager will facilitate, organize, and manage all sales and marketing activities across the company to drive business growth. This role requires a dynamic individual with a proven track record in sales and marketing, excellent communication and leadership skills, and the ability to work collaboratively across...
-
Regional Sales Manager
1 month ago
Remote, Oregon, United States APCON Full timeRegional Sales Manager - (Mid Atlantic)Why APCON?APCON is an industry leader in network visibility and security solutions. We provide an unparalleled level of confidence to enterprise and mid-size organizations seeking ultimate network insights. Our customers include Fortune 1000 companies to mid-size organizations within the financial services,...
-
Manager, Sales and Marketing
1 month ago
Remote, Oregon, United States Centerfield Full timeHi, We're Centerfield. Supercharged customer acquisition. Centerfield delivers outcome-based digital marketing solutions and personalized omnichannel experiences for the world's leading brands. Powered by our proprietary Dugout platform, Centerfield acquires customers at scale for leading residential service, insurance, e-commerce, and B2B brands....
-
Commercial Sales Representative
16 hours ago
Remote, Oregon, United States Dodge Construction Network Full timeAbout the RoleWe are seeking a highly motivated and experienced Senior Account Executive to join our team at Dodge Construction Network. As a key member of our sales team, you will be responsible for driving net new logo sales of our full product suite to local small and midsize businesses in the commercial construction industry.Key ResponsibilitiesBuild and...