Senior Sales Manager, Cloudflare
Digital Native, Nordics & Benelux
Travel within EMEA as required
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
Travel within EMEA as required
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- Minimum 5 years of sales leadership experience, with a proven ability to scale high-performing teams selling to digital-native companies and developers
- Experience in selling cloud, security, performance, and networking solutions to technology-first organizations
- Strong understanding of developer ecosystems, cloud-native architectures, APIs, and DevOps workflows
- Demonstrated ability to navigate technical sales cycles, working closely with engineering and product teams
- Proven success in managing long-term enterprise sales cycles while also driving high-velocity sales motions
- Track record of overachievement in sales leadership roles, with promotions reflecting consistent success
- Experience in selling to technology sectors, including SaaS, FinTech, eCommerce, Media, and emerging digital industries
- Strong grasp of network security concepts such as Zero Trust, SASE, and Internet performance optimization
- Excellent interpersonal communication, organizational, and presentation skills, with the ability to engage both executives and technical stakeholders
- Self-motivated, entrepreneurial mindset with the ability to thrive in a fast-paced, high-growth environment
What the job involves
- As the Sales Manager, you will lead our Northern Europe Digital Native sales team while reporting directly to the Area VP
- Your role will be pivotal in managing and growing this segment, with overall responsibility for revenue generation, strategic hiring, and brand awareness—all while fostering Cloudflare's unique culture
- Our sales team has been expanding its focus on the digital-native economy, helping high-growth, developer-driven companies scale their businesses securely and efficiently. Cloudflare has accelerated its adoption among technology-first organizations, and this team will continue that momentum with an emphasis on speed, customer value, and long-term growth
- The position requires leadership that spans go-to-market strategy development, management of high-performing Territory Account Executives, and deep engagement with developer-driven organizations
- You will oversee key account planning, executive relationship mapping, and alignment, fostering trust and product co-creation with customers. Your focus will be on balancing shorter, high-velocity sales cycles with long-term enterprise sales strategies, ensuring that Cloudflare remains a trusted partner for digital-native businesses
- Drive sales growth by developing and executing strategies tailored to digital-native companies and developer-focused organizations
- Lead a sales team while fostering collaboration across supporting roles, including solution engineering, customer success, and field marketing
- Expand the Northern Europe Digital Native team by partnering with global functional leadership and recruiting resources to attract top talent
- Apply and influence Cloudflare’s sales methodology, driving best practices in technical selling, pipeline management, forecasting, and account strategy
- Develop and execute market strategies specific to digital-native companies with distributed teams, global infrastructures, and high scalability needs
- Represent Cloudflare as a trusted partner for developers and engineering leaders, ensuring our solutions align with their unique technical and business challenges
- Ensure adherence to corporate policies and regulatory requirements across the sales organization
- Lead regular business cadence activities, including forecast calls, deal reviews, account strategy discussions, and company-wide sales initiatives
- Represent Cloudflare at industry conferences, developer-focused events, and external forums, strengthening our brand presence within the technology community
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Minimum 8 weeks of paid parental leave
- Equal opportunity employer
- Unlimited paid time off policy
- Work from home opportunities
- Medical, Dental & Vision Insurance
- Life Insurance, Disability Insurance
- 401(k) plans
- Family planning and fertility program
- Gym discounts
- Commuter Benefits Program
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Lead Engineer)Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(President & COO)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.
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