Territory Sales Director, West (Los Angeles/Phoenix)

Cloudflare, Inc.; Phoenix (AZ); On-site; USD 361,000 - 496,000; Full time

Job summary

Cloudflare, Inc. is seeking a Director of Sales to lead a team of Territory Account Executives in the SW region, managing acquisition and expansion with a strong technical foundation.

You will drive engagement with both technical professionals and executive buyers, positioning the Enterprise platform and maintaining forecast discipline across Security, Network, Development, and Infrastructure teams. The ideal candidate has 5+ years of sales management experience, a track record of overachieving

Qualifications

• Minimum 5+ years of sales management experience leading high-performing teams in a SaaS environment.
• Proven track record of achieving and exceeding team plans via new logo acquisition and expansion.
• Experience building relationships with highly technical customers and selling through data-driven PLG models.
• Coaching-level knowledge of Gap Selling, Sandler, Challenger or other structured sales methodologies.
• Ability to multi-thread across business units to engage multiple buyers and drive consensus.
• Excellent written communication, presentation, and pipeline management skills.

Responsibilities

• Forecast commits by month/quarter using automated data to achieve targets.
• Lead, coach, and motivate a team of Account Executives, measure quota attainment and expansion results.
• Develop team selling through enablement, solution selling, and data-driven insights.
• Codify and execute product-focused playbooks to connect platform data to Cloudflare solutions.
• Collaborate with Enablement, Product, and Product Marketing to optimize training for new features.
• Maintain a strong candidate funnel by proactively interviewing and networking.
• Hold regular 1x1s and ensure effective use of sales enablement tools.

Skills

Sales Mgmt

Leadership

Strategic accounts

Solution selling

Data-driven

PLG sales

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.

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.

Available Locations

• Los Angeles, CA or Phoenix, AZ

About the Role

We are looking for a Director of Sales to manage a team of Territory Account Executives in the SW . This leadership role within the Enterprise team focuses on both the acquisition of new accounts and the expansion of existing customer accounts. The ideal candidate will possess a strong sales management background and a technical foundation, enabling them to drive engagement with both technical professionals and executive buyers. As a Sales Director, you will have the opportunity to position and differentiate the Enterprise platform experience for Cloudflare while reinforcing strong pipeline and automated forecast management practices across Security, Network, Development, and Infrastructure teams.

Responsibilities

• Accurately forecast commits by month and quarter, leveraging automated internal data layers and predictive metrics to consistently deliver attainment to quarterly and annual sales targets.
• Oversee, coach, and motivate a team of 8 Account Executives, measuring success against overall quota attainment, new logo acquisition, and expansion tactics.
• Develop and uplevel team selling abilities through consistent focus on enablement, solution selling, and interpreting automated, data-led customer insights.
• Assist in the continued codification and execution of product-focused playbooks to connect platform data to Cloudflare solutions that solve critical business challenges.
• Collaborate with Sales Enablement, Product, and Product Marketing to optimize sales training and accelerate execution around newly launched features and products.
• Maintain a robust funnel of new hire candidates by continuously interviewing and building a strong network of potential talent.
• Hold regular 1x1s with team members, maintaining open and transparent communication while monitoring the proficiency and adoption of sales enablement tooling and resources.

Desirable Skills, Knowledge, and Experience

• 5+ years of Sales Management experience leading high-performing sales teams at a high-growth SaaS company.
• Proven record of high performance in consistently meeting and exceeding team plan through strategic acquisition and expansion tactics.
• Experience developing relationships with highly technical customers and selling through modern, data-driven Product-Led Growth (PLG) models.
• Coaching-level knowledge of Gap Selling, Sandler, Challenger, or other structured sales methodologies.
• Strong talent for multi-threading across business units to identify, engage, and close new divisional buyers, as well as driving consensus among internal and external stakeholders.
• Excellent written communication, presentation, and pipeline management skills.

Bonus Points

• Experience leading sales teams specifically within Cloud Security or Hyperscaler ecosystems.
• Experience navigating complex accounts undergoing Mergers & Acquisitions (M&A) to expand the partner ecosystem.

Compensation

• Compensation will be adjusted based on location and level.
• For California based hires: Estimated On Target Earnings of $361,000 - 496,000

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 is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that 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.

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, or any other person’s, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. 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.