Director of Sales, Territory (West)

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

  • Manage, coach and motivate a team of 8+ account executives, measuring success against quota attainment, new logo acquisition and expansion targets.
  • Accurately forecast commits by month and quarter and deliver attainment to quarterly and annual sales targets.
  • Drive customer engagement across technical and executive stakeholders (Security, Network, Development, Infrastructure) to build pipeline and convert prospective customers.
  • Oversee regular 1:1s and maintain open, transparent communication with team members to grow performance and retention.
  • Develop and uplevel team selling abilities via enablement, solution selling, sales runbooks, scripts and metric-driven improvements.
  • Collaborate closely with Business Development, Sales Operations, Sales Engineering, Product and Product Marketing to drive new business and optimize sales training for new features and products.
  • Codify product-focused playbooks that connect data-led insights to Cloudflare solutions to solve customer business challenges.
  • Maintain a funnel of new-hire candidates by continuously interviewing and building a network of potential hires.
  • Monitor access and proficiency of enablement resources and sales tools and refine processes to remove execution blockers.

Requirements

  • 5+ years of sales management experience leading sales teams at a high-growth SaaS company (Cloud security or hyperscalers experience is a plus).
  • Experience managing teams of 8+ account executives in a territory/segment sales model.
  • Experience selling to digital-native, highly technical customers and working within a product-led growth (PLG) model.
  • Proven track record of meeting and exceeding team plan, including acquisition and expansion outcomes.
  • Experience selling new products and early access solutions and successfully introducing offerings to market.
  • Experience building partner relationships to expand partner ecosystems, particularly in startup ecosystems.
  • Demonstrated ability to multi-thread across business units and through M&A to engage and close new divisional buyers.
  • Coaching-level knowledge of sales methodologies such as Gap Selling, Sandler, or Challenger.
  • Excellent written communication and presentation skills and strong ability to drive consensus among internal and external stakeholders.

Benefits

  • Estimated On-Target Earnings (OTE) ranges by location (e.g., SF Bay Area: $378,000–$519,000; NY/National & CA ex-Bay Area ranges provided) with incentive compensation under Cloudflare’s Sales Compensation Plan.
  • Eligibility to participate in Cloudflare’s equity plan/Employee Stock Participation Plan.
  • Comprehensive health & welfare: medical/Rx, dental, vision, flexible spending accounts, commuter spending accounts, fertility & family-forming benefits, and global travel medical insurance.
  • On-demand mental health support and Employee Assistance Program.
  • Financial protections and savings: short- and long-term disability, life & accident insurance, and 401(k) retirement savings plan.
  • Flexible paid time off covering vacation and sick leave plus leave programs including parental, pregnancy health, medical, and bereavement leave.
  • Flexible work-location options (SF Bay Area, Remote Northern CA, Seattle, Denver, or Salt Lake City) and benefits that may vary by location.

Interested in this position?

Apply directly on the company website

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