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Director of Sales, Digital Native

3 months, 3 weeks ago
United States
Full-time
Executive
Head of Sales
Sales and Business Development
Cybersecurity DNS
Apply Now
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
View All Jobs 18

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

Apply Now

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