Director of Enterprise Sales (Artificial Intelligence & Digital Natives)

Cloudflare; San Francisco (CA); On-site; GBP 134,000 - 179,000; Full time

Benefits offered by this job

Competitive pay + stock

Flexible vacation

Parental leave

Health benefits

Commuter program

Wellbeing programs

Job summary

Cloudflare is seeking an entrepreneurial Sales Director to lead the Enterprise AI and Digital Natives segment, targeting premier SaaS platforms, hyperscale marketplaces, and AI labs. You will drive both new logo acquisition and strategic expansion in the SF Bay Area ecosystem as you scale a high-performing field team.

You will mentor teams, guide CTOs and engineering leaders on secure architectures and AI platforms (Workers AI, R2), and partner across Product, CS, Solutions Engineering, and

Qualifications

• A deep understanding of modern application architecture and edge infrastructure.
• Experience navigating hybrid sales motions blending product-led growth with enterprise execution.
• Proven track record mentoring teams in value selling to C-suite, CTOs, and technical buyers.

Responsibilities

• Own and exceed regional revenue targets with new logo acquisition and account expansion.
• Recruit, coach and develop a high-performing field sales team.
• Act as hands-on trusted advisor to CTOs and engineering leaders on modern architectures.
• Articulate Cloudflare’s value across Workers AI, R2, security, and developer platforms.
• Partner with Product, Customer Success, Solutions Engineering, and Field Marketing on regional GTM.
• Maintain cadence for forecast calls, deal reviews, and executive account audits; close complex deals.

Skills

Enterprise SaaS sales

CTO/Engineering engagement

Team leadership

Value selling to C-suite

Hybrid sales motions

IaaS / networking / developer platform

Forecasting / pipeline management

Startup / hyper-growth experience

Job description

• The Enterprise AI and Digital Natives segment is Cloudflare’s fastest growing and highest visibility market
• This segment is dedicated exclusively to the largest organizations in the modern tech economy including premier SaaS platforms, hyperscale digital marketplaces, and leading AI labs
• This is a deep infrastructure, developer centric play where technical alignment and deep engineering partnerships are our most critical currencies, resulting in Cloudflare’s largest and most complex enterprise agreements
• We are seeking an entrepreneurial Sales Director to lead this cornerstone segment, focusing on both the strategic acquisition and expansion of our highest impact accounts
• In this role, you will scale and mentor a high performing team tasked with embedding Cloudflare as the core infrastructure layer for the world’s most innovative companies
• This is a defining leadership opportunity to operate at the intersection of the AI landscape and cloud infrastructure, driving critical revenue growth for the company
• 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, driving the 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 on 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

Benefits

• Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
• Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
• Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
• Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
• Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members’ commute to work via public transportation without the extra cost burden.
• Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.

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