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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.

Available Location

Broader West Coast with preference for SF Bay Area

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.

About the Role

As a Sales Director on Mid-Market, you will position and differentiate the Enterprise platform experience, reinforce strong pipeline and forecast management practices, and drive new business across untapped accounts. You will manage a team of 8+ account executives and focus on acquisition of new Territory accounts as well as expansion of existing Customer accounts.

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 enablement, solution selling and metric improvements. Build and refine sales runbooks and scripts.
• Assist in the continued codification of product focused playbooks that connect data-driven insights to Cloudflare solutions.
• 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 optimize sales training for newly launched features and products.

Requirements

• 5+ years of Sales Management experience leading sales teams at a high-growth SaaS company (Cloud security or Hyperscalers are a bonus).
• Experience developing relationships with highly technical customers and selling through a PLG growth model.
• Experience building relationships with target partners to expand the partner ecosystem in Startups.
• Record of high performance in consistently meeting and exceeding team plan.
• 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.

Compensation

• Compensation will be adjusted based on location and level.
• For San Francisco/Bay Area based hires: Estimated On Target Earnings of $300,000-400,000.
• This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

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

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
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Legal

Cloudflare is proud to be an equal opportunity employer. All qualified applicants will be considered for employment without regard to race, color, religion, sex, 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. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com.