Director, Enterprise Sales (AI & Digital Natives)

Cloudflare; San Francisco (CA); On-site; USD 415,000 - 496,000; Full time

Job summary

Cloudflare is seeking an entrepreneurial Sales Director for the Enterprise AI and Digital Natives segment in the SF Bay Area. You will lead a high‑performing field sales team, guiding strategic acquisition and expansion within elite accounts while embedding Cloudflare as the core infrastructure layer.

You will partner with Product, CS, Solutions Engineering, and Field Marketing to drive go‑to‑market success, and you will personally steer top accounts with a strong bias toward technical buyers

Qualifications

• 10+ years of direct B2B sales experience, with 5+ years leading high‑performing teams embedded in Digital Native/AI-native landscapes.
• Proven track record mentoring teams in value selling to C‑suite, CTOs, VPs of Engineering, and technical buyers in IaaS/networking/developer platforms.
• Deep understanding of modern application architecture, serverless computing, network security services, and AI compute/data storage needs.
• Strong leadership, pipeline management, and ability to drive innovation in fast-paced, dynamic markets.
• Hands-on experience with hybrid sales motions blending product-led growth and enterprise execution.

Responsibilities

• Own and exceed regional revenue targets, driving new logo acquisition and strategic account expansion in the SF Bay Area Digital Native ecosystem.
• Recruit, coach, and develop a world-class field sales team and instill a high-tempo culture among technical buyers and engineering leaders.
• Act as hands-on trusted advisor to CTOs and engineering leaders, guiding modern, secure network architectures and AI platforms utilizing Workers AI and R2 storage.
• Articulate Cloudflare’s value across Workers AI, R2 storage, security, and developer platforms.
• Collaborate with Product, Customer Success, Solutions Engineering, and Field Marketing to design regional GTM strategies.
• Maintain executive sponsorship for high-growth accounts, manage forecast calls, deal reviews, and customer audits, and close complex deals.

Skills

10+ years B2B sales

People leadership

Value selling to C-suite

Hybrid sales motions

Technical buyer engagement

Job description

About The Role

The Enterprise AI and Digital Natives segment is Cloudflare's fastest-growing and highest-visibility market. It is dedicated exclusively to the largest organizations in the modern tech economy, including premier SaaS platforms, hyperscale digital marketplaces, and leading AI labs. This deep, infrastructure‑centric, developer‑centric model requires strong technical alignment and deep engineering partnerships to close the largest and most complex enterprise agreements.

We are seeking an entrepreneurial Sales Director to lead this cornerstone segment, focusing on both strategic acquisition and expansion of our highest-impact accounts. In this role you will scale and mentor a high-performing field sales team, embedding Cloudflare as the core infrastructure layer for the world’s most innovative companies. This is a defining leadership opportunity operating at the intersection of the AI landscape and cloud infrastructure, driving critical revenue growth for the company.

Location

Available Locations: SF Bay Area

Responsibilities

• Own and exceed regional revenue targets, driving both high‑velocity new logo acquisition and strategic account expansion within the SF Bay Area Digital Native ecosystem.
• Recruit, coach, and develop a world‑class field sales team, fulfilling local hiring needs and instilling a high‑tempo culture tailored to technical buyers and engineering leaders.
• Act as a hands‑on trusted advisor to CTOs and Engineering leaders, guiding them in setting up modern, secure network architectures and AI platforms utilizing Workers AI and R2 storage.
• Effectively articulate Cloudflare’s value proposition across our entire portfolio, including Workers AI, R2 storage, advanced network security, and developer platforms.
• Partner closely with global functional leadership across Product, Customer Success, Solutions Engineering, and Field Marketing to design and execute regional go‑to‑market strategies.
• Act as a key executive sponsor for high‑growth accounts, maintaining a tight business cadence for forecast calls, deal reviews, and customer account audits while personally helping close complex deals.

Qualifications

• 10+ years of direct B2B sales experience, with 5+ years leading high‑performing teams deeply embedded in the Digital Native and AI‑native landscapes. Proven track record managing field sales organizations through complex, technical sales cycles with hyper‑growth startups and disruptive tech giants.
• Proven track record of mentoring teams in value selling to C‑suite, CTOs, VPs of Engineering, and technical buyers within the IaaS, computer networking, or developer platform space.
• Deep understanding of modern application architecture, serverless computing, network security services, and how AI companies utilize compute, data storage, and edge infrastructure.
• Strong leadership and interpersonal communication skills, with a history of driving innovation, managing pipeline health, and mentoring teams in fast‑paced, dynamic environments.
• Hands‑on experience navigating hybrid sales motions that blend product‑led growth and developer adoption with top‑down enterprise execution.
• History of thriving in rapidly evolving markets, maintaining an entrepreneurial spirit, turning ambiguity into clear strategies, and acting as both a strategic influencer and operational leader.

Compensation

• For Bay Area based hires: Estimated annual salary of $415,000–$496,000 (includes on‑target incentive compensation under Cloudflare’s Sales Compensation Plan).
• Eligible to earn incentive compensation and participate in Cloudflare’s equity plan.

Additional Legal Information

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Equal Employment 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 both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their race, color, religion, sex, gender identity, sexual orientation, national origin, citizenship, age, disability, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require a reasonable accommodation to apply for a job, please contact us via e‑mail at [e-mail] or via mail at 101 Townsend St, San Francisco, CA 94107.