Director of Sales, Digital Native

1 month ago
Full-time
Executive
Sales and Business Development
Cloudflare

Cloudflare

Cloudflare, Inc. is a leading web performance and security company that protects and accelerates Internet applications globally, enhancing performance and security without hardware or software changes.

IT Services
1K-5K
Founded 2009

Description

  • Accurately forecast monthly and quarterly commits and deliver attainment to quarterly and annual sales targets.
  • Manage, coach, and motivate a team of account executives (team size ~11), measuring success against quota attainment, new logo acquisition, and expansion metrics.
  • Hold regular 1:1s and maintain open, transparent communication with team members to drive performance and development.
  • Develop and uplevel team selling abilities through enablement, solution selling, sales runbooks, scripts, and metric-focused improvements.
  • Build and codify product-focused playbooks that connect data-led insights to Cloudflare solutions addressing customers' business challenges.
  • Maintain a funnel of new hire candidates by continuously sourcing, interviewing, and building a candidate network.
  • Monitor access and proficiency of enablement resources and sales tool licenses to ensure team productivity.
  • Collaborate with Sales Enablement, Sales Operations, Sales Engineering, Product, and Product Marketing to optimize training and drive new business across untapped accounts.
  • Drive customer engagement across technical professionals to executive levels and across Security, Network, Development, and Infrastructure teams to convert prospects and expand accounts.

Requirements

  • 5+ years of sales management experience leading sales teams at a high-growth SaaS company (experience in cloud security or with hyperscalers is a plus).
  • Experience developing relationships with Digital Native, highly technical customers and selling through a product-led growth (PLG) model.
  • Proven track record of consistently meeting and exceeding team plan and quota attainment.
  • Experience selling new products and early access solutions.
  • Experience building relationships with target partners and expanding partner ecosystems in Startups.
  • Experience multi-threading across business units within accounts and through M&A to identify, engage, and close new divisional buyers.
  • Demonstrable success and passion for acquisition and expansion tactics.
  • Coaching-level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies.
  • Excellent written communication and presentation skills and strong ability to drive consensus among internal and external stakeholders and champions.
  • Ability to work in the listed locations (San Francisco, Los Angeles, or Remote in CA) and potential requirement to be authorized to receive export-controlled software/technology without sponsorship for an export license.

Benefits

  • Estimated On-Target Earnings (OTE) adjusted by location and level: San Francisco/Bay Area $378,000–$519,000; New York City/Washington D.C./California (excluding Bay Area) $361,000–$496,000, with incentive compensation under Cloudflare’s Sales Compensation Plan.
  • Eligibility to participate in Cloudflare’s equity plan.
  • Medical/Rx, dental, and vision insurance plus Flexible Spending Accounts and commuter spending accounts.
  • Fertility and family-forming benefits and on-demand mental health support with an Employee Assistance Program.
  • Short- and long-term disability insurance, life & accident insurance, 401(k) retirement savings plan, and employee stock participation plan.
  • Flexible paid time off covering vacation and sick leave and leave programs including parental, pregnancy health, medical, and bereavement leave.

Interested in this position?

Apply directly on the company website

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