Senior Regional Director of Sales, Cloudflare
Named, West Region
$500-525k
OTE
+ Eligible to participate in Cloudflare’s equity plan
More information about location
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$500-525k
OTE
+ Eligible to participate in Cloudflare’s equity plan
More information about location
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- Minimum 15 years of senior level sales leadership experience, coupled with 10+ years of direct B2B selling experience to large enterprise accounts
- Experience managing longer, complex sales cycles but driving a quarterly cadence
- Proven ability to sell solutions to large strategic customers
- Strong understanding of sales process/methodology, pipeline management, accurate forecasting and delivering results quarterly
- Individuals that have been promoted to sales leadership within companies is a plus with a proven track record of significant over-quota achievement and demonstrated career stability
- Experience selling into Financial Services, Healthcare, Media/Publishing, SaaS and Technology companies
- Experience in network performance and security, “how the Internet works”, corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE
- Aptitude for learning technical concepts/terms (technical background in engineering, computer science, or IT is a plus)
- Strong interpersonal communication and organizational skills
- Excellent presentation skills to executives & individual contributors
- Self-motivated; entrepreneurial spirit
- Comfortable working in a fast paced dynamic environment
What the job involves
- Our North America Enterprise Segment is investing in our U.S. West Region Go To Market team to grow Cloudflare’s market share with large ($1B+ annual revenue) customers and prospects
- Cloudflare has had great success bringing Fortune 1000 companies onto our platform and this team will do that with more focus, faster pace and higher long term growth expectations
- We are seeking a highly experienced and talented Enterprise Go To Market Leader to help us manage and grow the organization with overall responsibility for driving Cloudflare's revenue, hiring and brand awareness
- Change Agents and Builders interested in continuing Cloudflare’s journey towards becoming a world class Enterprise GTM organization will thrive in this role and environment
- This role will require leadership that spans go-to-market strategy development, key account planning and development, executive relationship mapping and alignment, cultivating deep levels of trust and product co-creation, balancing short term with long term sales cycles and collaborating extensively cross-functionally to bring to bear product, marketing, support, success, solution engineering and channel onto our highest growth potential accounts
- The goal is cultivating delighted, referenceable, multi-million dollar (ACV) large enterprise Cloudflare customers who obtain business value from today’s portfolio and our future roadmap
- Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (sales, channel, customer success, solutions engineering, business development, support and field marketing)
- Lead a senior, experienced team of Regional Sales Directors and their teams of Enterprise Account Executives directly and indirectly lead the supporting roles and resources surrounding our enterprise accounts
- Recruit and pipeline great sales talent to grow and build the U.S. Sales team, driving the hiring rhythm to maintain 40% year over year growth
- Adopt and influence the company's sales methodology/process and drive best practices on selling, forecasting, and account management
- Continuously design, build and execute strategies for the U.S. in collaboration with various regional and global functional leaders especially as it relates to multinational corporations with distributed buying centers and infrastructures
- Represent Cloudflare as the single point of contact for all operational concerns, ensuring proper and timely escalation and resolution
- Ensure that corporate policy and regulatory initiatives are consistently applied and followed by the sales organization
- Outstanding leadership - inspiring interpersonal effectiveness to lead teams, develop talent and effect change. Willing and able to be a “builder”, “doer” and “influencer”
- Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs
- Represent Cloudflare as appropriate at external conferences, media and PR events. Maintain relationships with the Economic Bureau of Development and other related associations
- 50%+ travel within the U.S. will be expected
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
Few candidates hear
back within 2 weeks
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 values
- Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
- Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
- Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them
Company HQ
China Basin, San Francisco, CA
Articles
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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