Sales Director, Digital Native Start-ups

Cloudflare; United States; Remote; USD 300,000 - 366,000; Full time

Job summary

A leading tech company is seeking a Sales Director to lead a team of account executives focused on the mid-market segment. This role will involve client engagement across various levels and require significant sales management experience. Candidates should have a track record of success in tech sales and relationship building, ideally in a SaaS environment. Competitive compensation package offered, including equity and comprehensive benefits.

Benefits

Medical/Rx Insurance

401(k) Retirement Savings Plan

Flexible paid time off

Qualifications

• 5+ years of Sales Management experience leading sales teams at a high-growth SaaS company.
• Experience with Digital Native customers and PLG growth models.
• Track record of success in acquiring new customers.

Responsibilities

• Forecast sales and manage team performance against targets.
• Coach and motivate a team of account executives.
• Collaborate with various departments to improve sales training.

Skills

Sales Management

Relationship Building

Communication Skills

Technical Sales

Sales Methodologies

Job description

Overview

At Cloudflare, we are on a mission to help build a better Internet. The company runs one of the world’s largest networks powering millions of websites and Internet properties for customers ranging from individual bloggers to Fortune 500 companies. Cloudflare protects and accelerates Internet applications without adding hardware, installing software, or changing a line of code. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

We hire curious and empathetic individuals committed to developing themselves and learning new skills. We value diversity and inclusiveness and hire based on potential while supporting our people throughout their time at Cloudflare. Available Location: San Francisco, CA.

About the department The Americas GTM team is Cloudflare’s largest sales organization that comprises AEs, AMs, SEs, BDRs, CSMs, and Operations roles - all working together to help our customers adopt Cloudflare and create phenomenal internet-enabled experiences.

About the role As a Sales Director on Mid-Market, you will position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing strong pipeline and forecast management practices. You will interact with teams within Business Development, Sales Operations, Sales Engineering, Product, and Marketing to drive new business across untapped accounts. This leadership role is within the Mid-Market team (Digital Native Start-Ups segment), and focuses on both acquisition of new DN Start-up accounts and expansion of existing customer accounts. You will manage a team of 11 account executives. The expectation is to drive customer engagement from technical professionals through executive levels, across Security, Network, Development and Infrastructure teams, to build and convert thousands of prospective customers. This role extends beyond analyzing and reporting; we design and implement solutions to challenges in a fast-paced and innovative environment.

Responsibilities

• Accurately forecast commits by month and quarter, and deliver attainment to quarterly and annual sales targets.
• Oversee, coach and motivate a team of account executives, measuring success against quota attainment, new logo acquisition, and expansion into existing accounts.
• Hold regular 1x1s with team members, maintaining open and transparent communication.
• Develop and uplevel team selling abilities through enablement, solution selling and metric improvements. Build and refine sales runbooks and scripts.
• Assist in codifying product-focused playbooks on connecting data-led insights to Cloudflare solutions that solve customer challenges.
• Maintain a funnel of new hire candidates by interviewing and building a network of potentials.
• Monitor access and proficiency of enablement resources and sales tool licenses.
• Collaborate with Sales Enablement, Product and Product Marketing to optimize sales training for newly launched features and products.

Qualifications

• 5+ years of Sales Management experience leading sales teams at a high-growth SaaS company (Cloud security or Hyperscalers are a bonus).
• Experience developing relationships with Digital Native, highly technical customers and selling through a PLG growth model.
• Experience building relationships with target partners to expand the partner ecosystem in Startups.
• Record of high performance in consistently meeting and exceeding team plan.
• Excellent written communication and presentation skills.
• Track record of success in selling new products and early access solutions.
• Experience in networking across business units within an account and through M&As; multi-thread to identify, engage and close new divisional buyers.
• Demonstrable record of success and passion for acquisition and expansion tactics.
• Coaching level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies.
• Strong talent for driving consensus and support among internal and external stakeholders and champions.

Compensation

• Compensation will be adjusted based on location and level.
• For San Francisco/Bay Area based hires: Estimated On Target Earnings of $300,000-366,000.
• This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun. The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

• Health & Welfare Benefits
  • Medical/Rx Insurance
  • Dental Insurance
  • Vision Insurance
  • Flexible Spending Accounts
  • Commuter Spending Accounts
  • Fertility & Family Forming Benefits
  • On-demand mental health support and Employee Assistance Program
  • Global Travel Medical Insurance
• Financial Benefits
  • Short and Long Term Disability Insurance
  • Life & Accident Insurance
  • 401(k) Retirement Savings Plan
  • Employee Stock Participation Plan
• Time Off
  • Flexible paid time off covering vacation and sick leave
  • Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with tools to defend themselves against attacks that would censor their work, technology used by Cloudflare’s enterprise customers—at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have protection and reliability for free, so constituents have access to election information and voter registration. Since the project, we’ve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is publicly available for everyone to use. We don’t store client IP addresses. We abide by our privacy commitment and ensure that no user data is sold or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

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 authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license.

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 race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or other legally protected status. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodations to apply, please contact us at [e-mail] or 101 Townsend St., San Francisco, CA 94107.