Senior Manager - GTM Specialists, AMER

Cloudflare; United States; Hybrid; USD 180,000 - 300,000; Full time

Job summary

Cloudflare is seeking a leader to manage its One Go-to-Market Specialist team across the United States, Canada, and Latin America. You will guide a high-impact group that partners with account executives, sales leaders, and Solutions Engineering to drive discovery, strategy, and execution for enterprise customers.

Responsibilities include building the team, owning AMER growth, shaping opportunity strategy, aligning with cross-functional teams, and advancing AI-enabled security and modernization

Qualifications

• Demonstrated success leading GTM or enterprise sales teams in cybersecurity, networking, cloud services, or related technologies.
• Record of hiring and developing talent and delivering revenue quotas.
• Strong pipeline management and forecast discipline.

Responsibilities

• Build and develop the GTM team across the United States, Canada, and Latin America.
• Own AMER growth and quota attainment; expand customers and align coverage with priorities.
• Shape opportunity strategy with account teams and executives.
• Partner with Solutions Engineering to align demonstrations and proofs of concept.
• Advance modernization and AI-enabled security initiatives, including VPN replacement and secure access.
• Scale cross-functional execution with Sales, Customer Success, channel partners, Marketing, and Product.
• Run pipeline inspections, forecasting, and deal reviews for visibility and accountability.
• Leverage AI tools for research and coaching while ensuring data protection.
• Travel: 25% - 50%.

Skills

Leadership

GTM Strategy

Enterprise sales

Cybersecurity

Networking

Cloud services

Forecasting

Job description

About Us

At the company, 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. the company protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by the company 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. the company was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At the company, 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.

Location(s): USA

About the Role and What You’ll Do

the company is looking for a leader to manage our the company One Go-to-Market (GTM) Specialist team across the United States, Canada, and Latin America.

the company One unifies Zero Trust security and networking to protect users, devices, applications, and networks. As customers evolve toward agentic enterprises, it extends that security fabric to govern workforce AI usage, protect sensitive data, and secure access and connections involving AI agents.

You will lead GTM Specialists who partner with account executives, sales leaders, and Solutions Engineering to drive discovery, sales strategy, and execution across customer segments—while account teams retain ownership of the broader customer relationship.

Your responsibilities will include:

• Build and develop the team: Recruit and coach GTM Specialists, establish clear performance expectations, and strengthen discovery, business-value conversations, and commercial execution.

• Own AMER growth: Deliver against the the company One quota, build qualified pipeline, and drive new customer acquisition and expansion. Align coverage and resources with regional priorities.

• Shape opportunity strategy: Partner with account teams on customer discovery, executive alignment, competitive positioning, business cases, and close plans. Lead strategic customer engagements.

• Partner with Solutions Engineering: Establish shared priorities and align demonstrations and proofs of concept with customer success criteria and a clear purchase decision.

• Advance modernization and secure AI adoption: Develop repeatable plays for VPN replacement, secure Internet and SaaS access, data protection, email security, and network modernization. Help customers address emerging access, data protection, and governance requirements for AI and agentic workflows.

• Scale cross-functional execution: Align with Sales, Customer Success, channel partners, Marketing, and Product. Strengthen field readiness, share customer feedback, and support effective post-sales handoffs.

• Run a disciplined business: Establish pipeline inspection, forecasting, and deal-review practices that create shared visibility and accountability.

• Improve effectiveness through AI: Adopt or build tools for research, preparation, coaching, and opportunity inspection. Measure their impact while ensuring responsible use, data protection, and appropriate human review.

• Travel: 25% - 50%

Examples of Desirable Skills, Knowledge, and Experience

Leadership and Commercial Execution

• Demonstrated success leading GTM or enterprise sales teams in cybersecurity, networking, cloud services, or related technologies.

• A record of hiring and developing talent, improving team performance, and delivering against revenue quotas.

• Strong pipeline management, forecast discipline, resource prioritization, and commercial judgment.

• Experience leading an overlay organization or achieving results through a matrixed GTM model.

• Ability to influence without direct authority, build trusted account-team partnerships, and coach discovery, value-based selling, and complex enterprise execution.

Customer and Market Expertise