Senior Sales Manager, Cloudflare
UK&I Public Sector
Web performance and security platform
Job no longer available
Web performance and security platform
1001+ employees
Job no longer available
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- 4+ years of senior sales leadership experience, coupled with 10+ years of direct B2B selling experience to both SMB, Mid-market customer accounts and 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, Retail, Insurance, Pharma, Healthcare, Consumer Markets, Media/Publishing, Manufacturing, and Technology companies, among others, Central Government
- 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
- Based in London, you will help scale our new business revenues across Enterprise accounts for UK&I Public Sector markets by leading a team of Enterprise Account Executives
- As a first line manager you will i) coach AEs and act as the first line of support on deal execution strategy and day-to-day matters, ii) work with SalesOps, Management, Marketing, Partners, BDRs and other sales functions to drive and iterate on/improve Cloudflare’s brand awareness, Go-To-Market strategy, and adoption, and iii) help attract, hire, and ramp-up high-performing Account Executives to hit sales targets and drive company goals (DNR growth, new product attach rates etc.)
- Meet and exceed individual and team quarterly and annual quotas
- Lead an experienced team of Enterprise Account Executives, as well as directly and indirectly lead the supporting roles and resources surrounding our Enterprise accounts
- Continue to grow and build the UKISA Enterprise Accounts’ Public Sector Sales team and drive the hiring needs through partnering with global functional leadership and recruiting resources
- Provide day-to-day deal support and functional guidance to AEs
- Source, interview, and recruit top sales talents in coordination with recruiting and sales leaders
- Own and drive accurate and up-to-date AE KPI reporting in Salesforce and provide attainment forecast guidance to sales management on a weekly basis
- Help define ideal AE profile for the UK&I Public Sector Enterprise market
- Help on-board and ramp up AEs
- Develop and iterate on enablement programs to accelerate ramp of newly onboarded reps
- Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (Cloudflare One portfolio) attach rates, and other company goals
- Define and drive optimal Sales Go-To-Market coverage (vertical, geo-based etc.)
- Drive channel relationships forward to accelerate partner revenue
- Help foster relationships between customer/partner executives and Cloudflare executives within key customer accounts
- Devise and lead quarterly business reviews/kickoffs reporting on the overall health of the business in your region
- Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (sales, customer success, solutions engineering, business development, support and field marketing)
- Continue to grow and build the UKISA Enterprise Accounts’ Sales team and drive the hiring needs through partnering with global functional leadership and recruiting resources
- 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 UKISA 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 “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
- Travel within UKISA will be expected
Salary benchmarks
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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