Director of Sales, Cloudflare
Digital Native Startups
$320-391k
OTE
Salary applicable to Illinois only, other locations may vary. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan + Equity
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$320-391k
OTE
Salary applicable to Illinois only, other locations may vary. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan + Equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- 5+ years of Sales Management experience leading sales teams at a high-growth SaaS company (Cloud security or Hyperscalers are a bonus)
- Experience developing relationships with Digital Native, highly technical customers and selling through a PLG growth model
- Experience building relationships with target partners to expand the partner ecosystem in Startups
- Record of high performance in consistently meeting and exceeding team plan
- 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
- The Digital Native segment at Cloudflare is our fastest growing segment in the US and we are looking for a Director of Sales to manage a team of Account Executives. The ideal candidate will possess both a sales management and technical background that enables them to drive engagement at all levels with technical and non-technical buyers
- As a Sales Director, 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 Mid-Market team (Digital Native segment), and focuses on both the acquisition of new Digital Native accounts, as well as the expansion of existing Customer accounts. You will manage a team of 11 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 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
- 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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