Director of Enterprise Sales, Cloudflare
Artificial Intelligence & Digital Natives
$415-496k
+ Equity
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$415-496k
+ Equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- 10+ years of direct B2B sales experience, with 5+ years leading high-performing teams deeply embedded in the Digital Native and AI-native landscapes. You have a proven track record of managing field sales organizations through complex, technical sales cycles with hyper-growth startups and disruptive tech giants
- A proven track record of mentoring teams in value selling to the C-suite, CTOs, VPs of Engineering, and technical buyers within the IaaS, computer networking, or developer platform space
- A deep understanding of modern application architecture, serverless computing, network security services, and how AI companies utilize compute, data storage, and edge infrastructure
- Strong leadership and interpersonal communication skills, with a history of driving innovation, managing pipeline health, and mentoring teams in fast-paced, dynamic environments
- Hands-on experience navigating hybrid sales motions that blend product-led growth and developer adoption with top-down enterprise execution
- A history of thriving in rapidly evolving markets where you can maintain an entrepreneurial spirit, turn ambiguity into clear strategies, and act as both a strategic influencer and operational leader
What the job involves
- The Enterprise AI and Digital Natives segment is Cloudflare's fastest growing and highest visibility market
- This segment is dedicated exclusively to the largest organizations in the modern tech economy including premier SaaS platforms, hyperscale digital marketplaces, and leading AI labs
- This is a deep infrastructure, developer centric play where technical alignment and deep engineering partnerships are our most critical currencies, resulting in Cloudflare’s largest and most complex enterprise agreements
- We are seeking an entrepreneurial Sales Director to lead this cornerstone segment, focusing on both the strategic acquisition and expansion of our highest impact accounts
- In this role, you will scale and mentor a high performing team tasked with embedding Cloudflare as the core infrastructure layer for the world’s most innovative companies
- This is a defining leadership opportunity to operate at the intersection of the AI landscape and cloud infrastructure, driving critical revenue growth for the company
- Own and exceed regional revenue targets, driving both high-velocity new logo acquisition and strategic account expansion within the SF Bay Area Digital Native ecosystem
- Recruit, coach, and develop a world-class field sales team, driving the local hiring needs and instilling a high-tempo culture tailored to technical buyers and engineering leaders
- Act as a hands-on trusted advisor to CTOs and Engineering leaders, guiding them on setting up modern, secure network architectures and AI platforms utilizing Workers AI and R2 storage
- Effectively articulate Cloudflare’s value proposition across our entire portfolio, including Workers AI, R2 storage, advanced network security, and developer platforms
- Partner closely with global functional leadership across Product, Customer Success, Solutions Engineering, and Field Marketing to design and execute regional go-to-market strategies
- Act as a key executive sponsor for high-growth accounts, maintaining a tight business cadence for forecast calls, deal reviews, and customer account audits while personally helping close complex deals
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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 110 more jobs at Cloudflare