Cloudflare
Director of Sales, Digital Native
Cloudflare, San Francisco, California, United States, 94199
Overview
At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world’s largest networks that powers millions of websites and Internet properties for customers ranging from individual bloggers 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 have web traffic routed through its intelligent global network, which gets smarter with every request, delivering improved performance and reduced 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. Available Location: San Francisco, CA, Los Angeles, CA or Remote, CA. 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 helps customers solve real, technical problems and needs to support their business outcomes while creating revenue streams that fuel Cloudflare’s culture of innovation and excellence. About The Role
The Digital Native segment at Cloudflare is our fastest growing segment in the US and we are looking for a Director of Sales to manage a team of Account Executives. The ideal candidate will possess both a sales management and technical background that enables engagement with technical and non-technical buyers at all levels. As a Sales Director, you will position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing strong pipeline and forecast management practices. You will interact with teams in 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 (Digital Native segment) and focuses on both acquiring new Digital Native accounts and expanding existing customer accounts. You will manage a team of 11 account executives with expectations to drive customer engagement from technical professionals to executives across Security, Network, Development and Infrastructure teams. This role extends beyond analyzing and reporting; we design and implement solutions to challenges that 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, 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 on connecting data-led insights to Cloudflare solutions that solve customer challenges. Maintain a funnel of new hire candidates by interviewing and building a network of potentials. Monitor access and proficiency of enablement resources and sales tools. Collaborate with Sales Enablement, Product and Product Marketing to provide and 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 networking across business units within an account and through M&As; multi-thread to 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 Compensation
Compensation will be adjusted based on location and level. For San Francisco/Bay Area based hires: Estimated On Target Earnings of $347,000-$424,000. 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
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, with variations for employees 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 with a soul. Fundamental to our mission 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 tools to defend against censorship, at no cost. Athenian Project : In 2017, we created the Athenian Project to protect state and local governments and provide 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 with a faster, more secure, privacy-centric public DNS resolver. We do not store client IP addresses, ever. We will continue to honor our privacy commitments and never sell user data to advertisers or use it to target consumers. Sound like something you’d like to be 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. Any offer of employment may be conditioned on authorization to receive software or technology controlled under these 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 value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodations to apply, please contact hr@cloudflare.com or 101 Townsend St., San Francisco, CA 94107.
#J-18808-Ljbffr
At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world’s largest networks that powers millions of websites and Internet properties for customers ranging from individual bloggers 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 have web traffic routed through its intelligent global network, which gets smarter with every request, delivering improved performance and reduced 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. Available Location: San Francisco, CA, Los Angeles, CA or Remote, CA. 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 helps customers solve real, technical problems and needs to support their business outcomes while creating revenue streams that fuel Cloudflare’s culture of innovation and excellence. About The Role
The Digital Native segment at Cloudflare is our fastest growing segment in the US and we are looking for a Director of Sales to manage a team of Account Executives. The ideal candidate will possess both a sales management and technical background that enables engagement with technical and non-technical buyers at all levels. As a Sales Director, you will position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing strong pipeline and forecast management practices. You will interact with teams in 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 (Digital Native segment) and focuses on both acquiring new Digital Native accounts and expanding existing customer accounts. You will manage a team of 11 account executives with expectations to drive customer engagement from technical professionals to executives across Security, Network, Development and Infrastructure teams. This role extends beyond analyzing and reporting; we design and implement solutions to challenges that 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, 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 on connecting data-led insights to Cloudflare solutions that solve customer challenges. Maintain a funnel of new hire candidates by interviewing and building a network of potentials. Monitor access and proficiency of enablement resources and sales tools. Collaborate with Sales Enablement, Product and Product Marketing to provide and 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 networking across business units within an account and through M&As; multi-thread to 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 Compensation
Compensation will be adjusted based on location and level. For San Francisco/Bay Area based hires: Estimated On Target Earnings of $347,000-$424,000. 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
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, with variations for employees 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 with a soul. Fundamental to our mission 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 tools to defend against censorship, at no cost. Athenian Project : In 2017, we created the Athenian Project to protect state and local governments and provide 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 with a faster, more secure, privacy-centric public DNS resolver. We do not store client IP addresses, ever. We will continue to honor our privacy commitments and never sell user data to advertisers or use it to target consumers. Sound like something you’d like to be 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. Any offer of employment may be conditioned on authorization to receive software or technology controlled under these 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 value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodations to apply, please contact hr@cloudflare.com or 101 Townsend St., San Francisco, CA 94107.
#J-18808-Ljbffr