Senior Director Sales, Named - West Region
About the Role
Our North America Enterprise Segment is investing in our U.S. West Region Go To Market team to grow Cloudflare's market share with large ($1B+ annual revenue) customers and prospects. Cloudflare has had great success bringing Fortune 1000 companies onto our platform and this team will do that with more focus, faster pace and higher long term growth expectations.
We are seeking a highly experienced and talented Enterprise Go To Market Leader to help us manage and grow the organization with overall responsibility for driving Cloudflare's revenue, hiring and brand awareness. Change Agents and Builders interested in continuing Cloudflare's journey towards becoming a world class Enterprise GTM organization will thrive in this role and environment.
This role will require leadership that spans go-to-market strategy development, key account planning and development, executive relationship mapping and alignment, cultivating deep levels of trust and product co-creation, balancing short term with long term sales cycles and collaborating extensively cross-functionally to bring to bear product, marketing, support, success, solution engineering and channel onto our highest growth potential accounts. The goal is cultivating delighted, referenceable, multi-million dollar (ACV) large enterprise Cloudflare customers who obtain business value from today's portfolio and our future roadmap.
- Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (sales, channel, customer success, solutions engineering, business development, support and field marketing).
- Lead a senior, experienced team of Regional Sales Directors and their teams of Enterprise Account Executives directly and indirectly lead the supporting roles and resources surrounding our enterprise accounts
- Recruit and pipeline great sales talent to grow and build the U.S. Sales team, driving the hiring rhythm to maintain 40% year over year growth
- Adopt and influence the company's sales methodology/process and drive best practices on selling, forecasting, and account management.
- Continuously design, build and execute strategies for the U.S. in collaboration with various regional and global functional leaders especially as it relates to multinational corporations with distributed buying centers and infrastructures
- Represent Cloudflare as the single point of contact for all operational concerns, ensuring proper and timely escalation and resolution.
- Ensure that corporate policy and regulatory initiatives are consistently applied and followed by the sales organization.
- Outstanding leadership - inspiring interpersonal effectiveness to lead teams, develop talent and effect change. Willing and able to be a "builder", "doer" and "influencer".
- Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.
- Represent Cloudflare as appropriate at external conferences, media and PR events. Maintain relationships with the Economic Bureau of Development and other related associations.
- 50%+ travel within the U.S. will be expected.
Examples of desired skills, knowledge and qualifications
- Minimum 15 years of senior level sales leadership experience, coupled with 10+ years of direct B2B selling experience to large enterprise accounts.
- Experience managing longer, complex sales cycles but driving a quarterly cadence.
- Proven ability to sell solutions to large strategic customers.
- Strong understanding of sales process/methodology, pipeline management, accurate forecasting and delivering results quarterly.
- Individuals that have been promoted to sales leadership within companies is a plus with a proven track record of significant over-quota achievement and demonstrated career stability.
- Experience selling into Financial Services, Healthcare, Media/Publishing, SaaS and Technology companies.
- Experience in network performance and security, "how the Internet works", corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE.
- Aptitude for learning technical concepts/terms (technical background in engineering, computer science, or IT is a plus).
- Strong interpersonal communication and organizational skills.
- Excellent presentation skills to executives & individual contributors.
- Self-motivated; entrepreneurial spirit.
- Comfortable working in a fast paced dynamic environment.
Compensation
Compensation may be adjusted depending on work location.
- For Bay Area-based hires: Estimated annual OTE range is $500k-525k
- For the rest of California and the state of Washington the annual OTE range is $490k-510k
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
