Territory Sales Director, Cloudflare
West
$250-306k
OTE
+ Eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan & Equity
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$250-306k
OTE
+ Eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan & Equity
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- 3+ years of Sales Management experience leading sales teams at a high-growth SaaS company
- Experience driving best practices and building a network of Partners in a Channel or distributor environment
- Experience developing scalable relationships with target partners, to expand the partner ecosystem in targeted regions
- Record of high performance in consistently meeting and exceeding team plan (while also supporting the majority of direct reports to success)
- Excellent written communication and presentation skills
- Track record of success in selling new products and early access solutions
- Experience in networking across business units within an account and through M&As; multi-thread to identify, engage and close new divisional buyers
- Demonstrable record of success and passion for acquisition and expansion tactics
- Coaching level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies
- Strong talent for driving consensus and support among internal and external stakeholders and champions
What the job involves
- The Americas GTM team is Cloudflare’s largest sales organization that comprises AEs, AMs, SEs, BDRs, CSMs, and Operations roles - all working together to help our customers adopt Cloudflare and create phenomenal internet-enabled experiences
- The sales team at Cloudflare helps customers solve real, technical problems and needs to support their business outcomes, while also creating revenue streams that fuel Cloudflare’s culture of innovation and excellence
- As a MM Manager, you will have the opportunity to position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing strong pipeline and forecast management practices
- You will extensively interact with other teams within Business Development, Sales Operations, Sales Engineering, Product, and Marketing to drive new business across untapped accounts
- This leadership role is within the upper Mid-Market (Territory segment), and focuses on both the acquisition of new Territory accounts, as well as the expansion of existing Customer accounts
- You will manage a team of 10 account executives
- The expectation is for all sellers within this segment is to drive customer engagement from technical professionals through to executive levels, and across Security, Network, Development and Infrastructure teams, as an avenue to building and converting thousands of prospective customers
- This role extends beyond analyzing and reporting; we take pride in helping to design and implement solutions to the different challenges that can arise in our fast paced and innovative environment
- Accurately forecast commits by month and quarter, and deliver attainment to quarterly and annual sales targets
- Oversee, coach and motivate a team of account executives, consistently measuring their success against overall quota attainment, new logo acquisition and expansion into existing accounts
- Hold regular 1x1s with team members, maintaining open and transparent communication
- Develop and uplevel team selling abilities through consistent focus on enablement, solution selling and metric improvements. Build and refine sales runbooks and scripts
- Assist in the continued codification of various product focused playbooks on how to connect data led insights to Cloudflare solutions that solve critical business challenges Cloudflare customers face daily
- Maintain a funnel of new hire candidates by continuously interviewing and building a network of candidate potentials
- Monitor access and proficiency of enablement resources and various sales tool licenses
- Collaborate with Sales Enablement, Product and Product Marketing to provide and optimize sales training for newly launched features and products
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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