Senior Sales Manager, Federal Civilian
CloudFlare, Washington, District of Columbia, us, 20022
Overview
At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world’s largest networks powering millions of websites and Internet properties. We protect and accelerate Internet applications without requiring hardware, software installation, or code changes. Cloudflare serves customers from individual bloggers to Fortune 500 companies and is recognized for culture and innovation. We value curiosity and empathy, and we are committed to building a diverse and inclusive team. We hire based on potential and support team members throughout their time at Cloudflare. Join us! About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help customers adopt Cloudflare and create great Internet-enabled experiences. The sales team solves real, technical problems while generating revenue to support free services for millions in our community. What you’ll do
We are looking for a Senior Sales Manager to manage a team of Account Executives for the Federal Civilian market in the US. The ideal candidate will have both a sales management and technical background to drive engagement at all levels with technical and non‑technical buyers. This leadership role is within the Public Sector team (Federal Civilian segment) and focuses on acquiring new FedCiv accounts and expanding existing customer accounts. You will manage a team of account executives with expectations to drive customer engagement from technical professionals through to executives, across Security, Network, Development, and Infrastructure teams, in order to build and convert thousands of prospective customers. This role goes beyond analyzing and reporting; we design and implement solutions to challenges in a fast-paced, innovative environment. Responsibilities
Accurately forecast commitments by month and quarter, and deliver attainment to quarterly and annual sales targets. Oversee, coach, and motivate a team of account executives, consistently 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 uplift 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 tool licenses. 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 are a bonus; open to other relevant experience). Minimum 7+ years of experience selling technical solutions or products to the Public Sector (Federal Government). Experience selling to the Federal customer base and managing a Public Sector sales team. Record of high performance in consistently meeting and exceeding team plans. 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 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. Compensation
For New York City, Washington, DC, and California (excluding Bay Area) based hires: Estimated annual salary of $324,000-$446,000. 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
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits help with health care expenses, caregiving, saving for the future, and work-life balance. Benefits vary by location. Health & Welfare Benefits
Medical/Rx 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 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 are a highly ambitious, large-scale technology company with a soul. Our mission to help build a better Internet includes protecting the free and open Internet. Project Galileo, Athenian Project, and 1.1.1.1 initiatives demonstrate Cloudflare’s commitment to public-interest and privacy-focused technology. Recruiting and Equal Opportunity
Cloudflare is proud to be an equal opportunity employer and is committed to diversity and inclusion. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, age, disability, or any other basis protected by law. If you require a reasonable accommodation to apply, please contact us at hr@cloudflare.com or the address listed in the posting.
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At Cloudflare, we are on a mission to help build a better Internet. Cloudflare runs one of the world’s largest networks powering millions of websites and Internet properties. We protect and accelerate Internet applications without requiring hardware, software installation, or code changes. Cloudflare serves customers from individual bloggers to Fortune 500 companies and is recognized for culture and innovation. We value curiosity and empathy, and we are committed to building a diverse and inclusive team. We hire based on potential and support team members throughout their time at Cloudflare. Join us! About the Department
Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations work together to help customers adopt Cloudflare and create great Internet-enabled experiences. The sales team solves real, technical problems while generating revenue to support free services for millions in our community. What you’ll do
We are looking for a Senior Sales Manager to manage a team of Account Executives for the Federal Civilian market in the US. The ideal candidate will have both a sales management and technical background to drive engagement at all levels with technical and non‑technical buyers. This leadership role is within the Public Sector team (Federal Civilian segment) and focuses on acquiring new FedCiv accounts and expanding existing customer accounts. You will manage a team of account executives with expectations to drive customer engagement from technical professionals through to executives, across Security, Network, Development, and Infrastructure teams, in order to build and convert thousands of prospective customers. This role goes beyond analyzing and reporting; we design and implement solutions to challenges in a fast-paced, innovative environment. Responsibilities
Accurately forecast commitments by month and quarter, and deliver attainment to quarterly and annual sales targets. Oversee, coach, and motivate a team of account executives, consistently 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 uplift 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 tool licenses. 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 are a bonus; open to other relevant experience). Minimum 7+ years of experience selling technical solutions or products to the Public Sector (Federal Government). Experience selling to the Federal customer base and managing a Public Sector sales team. Record of high performance in consistently meeting and exceeding team plans. 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 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. Compensation
For New York City, Washington, DC, and California (excluding Bay Area) based hires: Estimated annual salary of $324,000-$446,000. 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
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits help with health care expenses, caregiving, saving for the future, and work-life balance. Benefits vary by location. Health & Welfare Benefits
Medical/Rx 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 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 are a highly ambitious, large-scale technology company with a soul. Our mission to help build a better Internet includes protecting the free and open Internet. Project Galileo, Athenian Project, and 1.1.1.1 initiatives demonstrate Cloudflare’s commitment to public-interest and privacy-focused technology. Recruiting and Equal Opportunity
Cloudflare is proud to be an equal opportunity employer and is committed to diversity and inclusion. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, age, disability, or any other basis protected by law. If you require a reasonable accommodation to apply, please contact us at hr@cloudflare.com or the address listed in the posting.
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