Director of Digital Native, Cloudflare
+ Equity plan
More information about location
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
+ Equity plan
More information about location
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- To thrive, you must bring a founder mentality and deep familiarity with the VC ecosystem to capture high-growth startups at inception
- You possess a sharp understanding of the dynamics of the hyperscaler market and the AI landscape, allowing you to position Cloudflare as the definitive infrastructure layer for modern workloads
- 10+ years of experience in enterprise software sales with at least 4+ leading sales teams
- A proven track record of leading high-performing sales teams in the cloud infrastructure, SaaS, or developer platform space
- A strong understanding of modern application architecture, serverless computing, and how AI startups utilize compute and data storage
- Active connections within the tech startup and venture capital ecosystems, with an innate ability to spot and engage high-potential accounts early
- Hands-on experience navigating hybrid sales models that blend product-led growth with top-down enterprise execution
- A history of thriving in fast-paced, rapidly evolving markets where you can turn ambiguity into clear, actionable sales strategies
What the job involves
- We are seeking an entrepreneurial Sales Director to lead our DN/AI Growth Segment, focusing on both the acquisition and expansion of our fastest-growing Startup, Commercial and Enterprise accounts
- . In this role, you will scale a high-performing team tasked with bringing the world’s most innovative AI companies onto Cloudflare's platform
- Finally, you are highly familiar with PLG sales motions, knowing exactly how to identify high-potential, self-serve developer accounts and seamlessly transition them into enterprise expansions
- Own and exceed quarterly revenue targets, driving both high-velocity new logo acquisition and strategic account expansion within the AI, enterprise and startup ecosystem
- Recruit, coach, and develop a world-class sales team, instilling a high-tempo, execution-oriented culture tailored to technical buyers
- Effectively articulate Cloudflare’s value proposition across our connectivity cloud, including Workers AI, R2 storage, network security, and developer platforms
- Partner closely with Product, Growth, and Marketing to seamlessly convert self-serve developer usage into structured enterprise agreements
- Act as a key executive sponsor for high-growth startups, founders, and VC partners, positioning Cloudflare as the foundational architecture for the next generation of tech
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 over 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.
And impressive third-quarter 2025 results show strong momentum, with revenue rising to $562 million from $430 million a year earlier. The company also raised its full-year guidance, underscoring confidence in continued growth. As demand for secure, cloud-based infrastructure keeps growing, Cloudflare's expanding platform and improving efficiency leave it well positioned to capture further gains in a rapidly growing market.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
- Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
- Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
- Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
- Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members' commute to work via public transportation without the extra cost burden.
- Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Co-Founder & Lead Engineer)Lee began 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
(Co-Founder, President & Co-Chair)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
(Co-Founder & CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare in 2009, where he has served as CEO ever since.
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