Overview At Cloudflare, we are on a mission to help build a better Internet. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. We are committed to a diverse and inclusive team and value curiosity and empathy in our people. Available Location: Broader West Coast with preference for SF Bay Area.

Considering applying for this job Do not delay, scroll down and make your application as soon as possible to avoid missing out. About the department The Americas GTM team is Cloudflare’s largest sales organization that comprises AEs, AMs, SEs, BDRs, CSMs, and Operations roles. The sales team helps customers adopt Cloudflare and create phenomenal internet-enabled experiences, solving real, technical problems while driving revenue and fostering innovation. About the role As a Sales Director on Mid-Market, you will position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing pipeline and forecast management practices. You will interact with teams across Business Development, Sales Operations, Sales Engineering, Product, and Marketing to drive new business across untapped accounts. This leadership role is within the Mid-Market team (Territory segment) and focuses on acquiring new Territory accounts and expanding existing Customer accounts. You will manage a team of 8+ account executives. The role requires engaging with technical professionals through to executive levels across Security, Network, Development and Infrastructure teams to build and convert thousands of prospective customers. The role extends to designing and implementing solutions in our fast-paced 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, measuring success against 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 codifying product-focused playbooks to connect data-led insights to Cloudflare solutions that solve critical business challenges for customers. Maintain a funnel of new hire candidates by interviewing and building a network of potential candidates. Monitor access and proficiency of enablement resources and sales tools. Collaborate with Sales Enablement, Product and Product Marketing to optimize sales training for new features and products. Requirements 5+ years of Sales Management experience leading sales teams at a high-growth SaaS company (cloud security or hyperscalers a bonus). Experience developing relationships with digital-native, highly technical customers and selling through a PLG growth model. Experience building relationships with target partners to expand the partner ecosystem (Startup focus). Record of consistently meeting and exceeding team plan. Excellent written communication and presentation skills. Track record of selling new products and early access solutions. Experience networking across business units within an account and through M&As; multi-thread to engage divisional buyers. Demonstrated success and passion for acquisition and expansion tactics. Coaching level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies. Ability to drive consensus among internal and external stakeholders. 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 Plan. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Health & Welfare Benefits: Medical/Rx, Vision, FSA/CSA, commuter benefits, fertility and family-forming benefits, mental health support, global travel medical insurance, disability insurance, 401(k), and employee stock participation. Time Off: Flexible paid time off, plus parental, pregnancy health, medical, and bereavement leave. What makes Cloudflare special We’re a highly ambitious technology company with a soul, protecting the free and open Internet. Projects like Project Galileo, the Athenian Project, and 1.1.1.1 illustrate our commitment to public-interest and privacy. EEO and Compliance Cloudflare is an equal opportunity employer. We value diversity and inclusiveness and make hiring decisions without regard to protected status. This position may require compliance with U.S. export control laws and may be conditioned on authorization to receive software or technology without sponsorship. Apply for this job We welcome your application and encourage you to submit your resume and details through our standard application process. This description reflects the role and responsibilities as described above and does not constitute a contract of employment.

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