Senior Director Sales, Named

Distributed

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

About the Role

Our North America Enterprise Segment is investing in our U.S. West Region Go To Market team to grow Cloudflare’s market share with large ($1B+ annual revenue) customers and prospects. Cloudflare has had great success bringing Fortune 1000 companies onto our platform and this team will do that with more focus, faster pace and higher long term growth expectations.

We are seeking a highly experienced and talented Enterprise Go To Market Leader to help us manage and grow the organization with overall responsibility for driving Cloudflare's revenue, hiring and brand awareness. Change Agents and Builders interested in continuing Cloudflare’s journey towards becoming a world class Enterprise GTM organization will thrive in this role and environment.

This role will require leadership that spans go-to-market strategy development, key account planning and development, 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. The goal is cultivating delighted, referenceable, multi-million dollar (ACV) large enterprise Cloudflare customers who obtain business value from today’s portfolio and our future roadmap.

• Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (sales, channel, customer success, solutions engineering, business development, support and field marketing).
• Lead a senior, experienced team of Regional Sales Directors and their teams of Enterprise Account Executives directly and indirectly lead the supporting roles and resources surrounding our enterprise accounts.
• Recruit and pipeline great sales talent to grow and build the U.S. Sales team, driving the hiring rhythm to maintain 40% year over year growth.
• Adopt and influence the company's sales methodology/process and drive best practices on selling, forecasting, and account management.
• Continuously design, build and execute strategies for the U.S. in collaboration with various regional and global functional leaders especially as it relates to multinational corporations with distributed buying centers and infrastructures.
• Represent Cloudflare as the single point of contact for all operational concerns, ensuring proper and timely escalation and resolution.
• Ensure that corporate policy and regulatory initiatives are consistently applied and followed by the sales organization.
• Outstanding leadership - inspiring interpersonal effectiveness to lead teams, develop talent and effect change. Willing and able to be a “builder”, “doer” and “influencer”.
• Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.
• Represent Cloudflare as appropriate at external conferences, media and PR events. Maintain relationships with the Economic Bureau of Development and other related associations.
• 50%+ travel within the U.S. will be expected.

Examples of desired skills, knowledge and qualifications

• Minimum 15 years of senior level sales leadership experience, coupled with 10+ years of direct B2B selling experience to large enterprise accounts.
• Experience managing longer, complex sales cycles but driving a quarterly cadence.
• Proven ability to sell solutions to large strategic customers.
• Strong understanding of sales process/methodology, pipeline management, accurate forecasting and delivering results quarterly.
• Individuals that have been promoted to sales leadership within companies is a plus with a proven track record of significant over-quota achievement and demonstrated career stability.
• Experience selling into Financial Services, Healthcare, Media/Publishing, SaaS and Technology companies.
• Experience in network performance and security, “how the Internet works”, corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE.
• Aptitude for learning technical concepts/terms (technical background in engineering, computer science, or IT is a plus).
• Strong interpersonal communication and organizational skills.
• Excellent presentation skills to executives & individual contributors.
• Comfortable working in a fast paced dynamic environment.

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area-based hires: Estimated annual OTE range is $500k-525k.
• For the rest of California and the state of Washington the annual OTE range is $490k-510k.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

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

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.

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.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job.