Director of Sales, Digital Native Startups

Cloudflare•San Francisco, CA

12d

About The Position

The Digital Native segment at Cloudflare is our fastest growing segment in the US and we are looking for a Director of Sales to manage a team of Account Executives. The ideal candidate will possess both a sales management and technical background that enables them to drive engagement at all levels with technical and non-technical 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 forecast management practices. You will extensively interact with other 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 segment), and focuses on both the acquisition of new Digital Native accounts, as well as the expansion of existing Customer accounts. You will manage a team of 11 account executives. The expectation is for all sellers within this segment is to drive customer engagement from technical professionals through to executive levels, and across Security, Network, Development and Infrastructure teams, as an avenue to building and converting thousands of prospective customers. This role extends beyond analyzing and reporting; we take pride in helping to design and implement solutions to the different challenges that can arise in our fast paced and innovative environment.

Requirements

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.

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, consistently measuring their success against overall 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 consistent focus on enablement, solution selling and metric improvements.
Build and refine sales runbooks and scripts.
Assist in the continued codification of various product focused playbooks on how to connect data led insights to Cloudflare solutions that solve critical business challenges Cloudflare customers face daily.
Maintain a funnel of new hire candidates by continuously interviewing and building a network of candidate potentials.
Monitor access and proficiency of enablement resources and various sales tool licenses.
Collaborate with Sales Enablement, Product and Product Marketing to provide and optimize sales training for newly launched features and products.

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