About Cloudflare At Cloudflare, we are on a mission to help build a better Internet. Cloudflare powers millions of websites and Internet properties for customers ranging from individual bloggers to Fortune 500 companies. We protect and accelerate Internet applications without requiring hardware or code changes. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

Make sure to apply with all the requested information, as laid out in the job overview below. We are committed to diversity and inclusion and hire the best people based on potential and support them throughout their time at Cloudflare. Come join us! About the department The Americas GTM team is Cloudflare’s largest sales organization and comprises AEs, AMs, SEs, BDRs, CSMs, and Operations roles. The team helps customers adopt Cloudflare and create exceptional Internet experiences. About the role As a Sales Director on Mid-Market, you will position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing strong pipeline and forecast management. You will collaborate with 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 (Territory segment) and focuses on acquiring new Territory accounts and expanding existing Customer accounts. You will manage a team of 8+ account executives. Sellers will engage from technical professionals to executives across Security, Network, Development and Infrastructure teams to build and convert thousands of prospective customers. This role extends beyond analytics and reporting; you will help design and implement solutions to challenges in a fast-paced, innovative environment. Responsibilities Accurately forecast commitments by month and quarter, and achieve quarterly and annual sales targets. Oversee, coach and motivate a team of account executives, measuring success against quota attainment, new logo acquisition, and expansion into existing accounts. Conduct regular 1x1s with team members and maintain open communication. Develop and elevate team selling through enablement, solution selling, and metric improvements. Build and refine sales playbooks and scripts. Contribute to product-focused playbooks that connect data-led insights to Cloudflare solutions that solve customer challenges. Maintain a funnel of potential candidates by interviewing and networking for future hires. Monitor access to enablement resources and sales tools. Collaborate with Sales Enablement, Product, and Product Marketing to optimize training for new 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 building relationships with digitally native, highly technical customers and selling through a PLG growth model. Experience building relationships with target partners to expand the partner ecosystem with startups. Record of consistently meeting and exceeding team plans. Excellent written communication and presentation skills. Track record of selling new products and early access solutions. Experience navigating within accounts across business units and through M&As to identify and engage divisional buyers. Demonstrated success in acquisition and expansion tactics. Coaching level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies. Ability to drive consensus and gain support from internal and external stakeholders and champions. Compensation Compensation will be adjusted based on location and level. San Francisco/Bay Area based hires: Estimated On Target Earnings of $300,000-400,000. This role is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits overview Cloudflare offers a comprehensive benefits package to support you and your family. Benefits may vary by location. What makes Cloudflare special? We’re a highly ambitious, large-scale technology company with a soul. We are guided by a mission to help build a better Internet and to protect the open Internet. Additional programs and initiatives include Project Galileo, Athenian Project, and 1.1.1.1, underscoring our commitment to security, accessibility, and privacy. Sound like something you’d like to be a part of? We’d love to hear from you. This position may require access to information protected under U.S. export control laws. Offers may be conditioned on authorization to receive software or technology controlled under these laws without sponsorship for an export license. Equal Opportunity Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in diversity and inclusiveness. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

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