Senior Cloudflare One GTM Specialist (Central or East)

Cloudflare; Austin (TX); On-site; USD 161,000 - 303,000; Full time

Benefits offered by this job

Health insurance

401(k) retirement plan

Equity plan

Flexible paid time off

Job summary

Cloudflare is seeking a Senior Cloudflare One GTM Specialist to drive CF1 revenue growth and product adoption. You will lead CF1 sales segments, advise leaders, and enable account executives on positioning and competitive intelligence, while growing partner engagement and supporting strategic deals from discovery to close.

Ideal candidates have 4+ years selling cyber security, networking or SaaS, deep knowledge of SASE/SSE/ZTNA, and strong communication with a strategic mindset. 10–20% travel.

Qualifications

• Minimum 4 years of experience selling or supporting the sales of cyber security, networking, identity management, cloud or SaaS solutions.
• Technical expertise in SASE, SSE, AI Security, ZTNA, SWG, CASB, DLP, SD-WAN, and Email Security.
• Experience building territory plans, prospecting and bringing in new logos in a competitive market.
• Knowledge of key market players/competitors in the software defined networking, zero trust and cybersecurity solution spaces.
• Familiarity with AI concepts and terminology.
• Demonstrated ability to think strategically and develop/execute corresponding objectives.
• Strong verbal and written communications, as well as the ability to work effectively across internal and external organizations.
• Bachelor’s Degree
• 10-20% travel

Responsibilities

• Present to strategic customers as an expert of our SASE, SSE, AI Security, and Email Security solutions.
• Align Director and C-Level perceived business value with Cloudflare solutions in transformational objectives.
• Develop and advise on sales strategies and pipeline generation with regional and country sales leaders.
• Provide regular business reviews to the management team highlighting pipeline health and progress.
• Generate feedback with PM, PMM, Demand Generation, Enablement, Programs, and Partner Organization for CF1 data points.

Skills

Cyber security sales

SASE/SSE/ZTNA

Territory planning

Competitive intelligence

Public speaking

Strategic thinking

Communication skills

Education

Bachelor’s Degree

Job description

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

This role will be located in either Austin or located in our Central/East regions

About The Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Product Specialists, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

Our Cloudflare One Go-To-Market Specialist team provides deep subject matter expertise on converging Network and Security services in our Cloudflare One (CF1) portfolio, including Secure Access Service Edge (SASE), Security Service Edge (SSE), Zero Trust Network Access (ZTNA), Secure Web Gateway (SWG), Cloud Access Security Broker (CASB), Remote Browser Isolation (RBI), Data Protection (including DLP), and Email Security (CES).

What You’ll Do

As a Senior Cloudflare One GTM Specialist you will be responsible for growing CloudflareOne (CF1) revenue and product adoption. In this role, you will serve as the segment lead for CF1 sales. You will advise the sales leaders on opportunities and programs to grow CF1 revenue, partner with the technical sales teams, enable account executives on product positioning and competitive intelligence, grow partner engagement around CF1, and support strategic deals from discovery to close. The ideal candidate possesses a consultative mindset, strong selling skills, and a deep technical background to drive engagement internally among the sales organization and externally with decision-makers and influencers within security, networking, and IT and operations.

• Present to strategic customers as an expert of our SASE, SSE, AI Security, and Email Security solutions.
• Align Director and C-Level perceived business value with Cloudflare solutions in the transformational objectives of securing remote work, safe AI adoption, corporate network modernization, adoption of SASE/SSE, and data protection
• Develop and advise on sales strategies and pipeline generation in partnership with regional and country sales leaders.
• Provide regular business reviews to the management team highlighting pipeline health, attainment progress and challenges to closing business
• Generate a succinct feedback loop with PM, PMM, Demand Generation, Enablement, Programs, and Partner Organization to deliver relevant CF1 anecdotes and data points.

The Senior Cloudflare One GTM Specialist Role is a consultative sales excellence role that directly supports sales delivery of regional CF1 quota. In order to be successful, you will need to become a thought leader, trusted advisor, and spokesperson for Cloudflare One - Cloudflare's SASE platform.

Requirements

• Minimum 4 years of experience selling or supporting the sales of cyber security, networking, identity management, cloud or SaaS solutions.
• Technical expertise in SASE, SSE, AI Security, ZTNA, SWG, CASB, DLP, SD-WAN, and Email Security
• Experience building territory plans, prospecting and bringing in new logos in a competitive market
• Knowledge of key market players/competitors in the software defined networking, zero trust and cybersecurity solution spaces.
• Familiarity with AI concepts and terminology, specifically related to MCP servers and Agents
• Demonstrated ability to think strategically and develop/execute corresponding objectives.
• Strong verbal and written communications, as well as the ability to work effectively across internal and external organizations.
• Excellent presentation and public speaking skills.
• Bachelor’s Degree
• 10-20% travel

Compensation

Compensation may be adjusted depending on work location. For California (excluding Bay Area) based hires: Estimated salary of $161,000 - $287,000

For Bay Area-based hires: Estimated annual salary of $168,000 - $303,000

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 powerful tools to defend themselves against attacks that would otherwise censor their work, technology already 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 the highest level of protection and reliability for free, so that their 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