Description
About Us
At Cloudflare, we are on a mission to help build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code.
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.
About the role
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.
Responsibilities
- 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.
Requirements
- 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.
Compensation
- Compensation will be adjusted based on location and level.
- For San Francisco/Bay Area based hires: Estimated On Target Earnings of $378,000-$480,000
- This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.
The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
Health & Welfare Benefits
- Medical/Rx Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility & Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
Financial Benefits
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
Time Off
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability.