Director, Sales Enablement

Cloudflare•San Francisco, CA

About The Position

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. We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! Available Locations: London or Lisbon Cloudflare is seeking a strategic and results-oriented Director of Sales Enablement to lead and execute the enablement strategy specifically for the EMEA region. This leader will be responsible for driving field readiness across the entire customer-facing revenue organization (Sales, Sales Management) to accelerate hyper-growth, improve sales productivity, and ensure consistent execution of our Go-To-Market (GTM) strategy within EMEA. You will lead a team of enablement professionals, acting as a trusted partner to EMEA Sales leadership, and translating regional business drivers into impactful, measurable enablement programs. This is a highly strategic, high-visibility role that requires strong business acumen and operational execution.

Requirements

Demonstrated success in designing, launching, and scaling high-volume sales programs (e.g., global SKOs, major product rollouts, sales plays) in a high-growth environment, demonstrating the ability to drive organizational change at scale.
Proven experience leading, mentoring, and developing a regional or global enablement team.
Deep expertise and demonstrable experience executing and enabling Value-Driven Selling methodologies (e.g., MEDDPICC, Challenger) , moving beyond a purely transactional sales background.
Strong executive presence and ability to align with senior Sales leadership; a trusted, consultative partner.
Exceptional business acumen; able to proactively identify stakeholder needs and translate GTM strategy into actionable, measurable learning impact.
Expertise in cross-functional partnering and communication across Sales, Marketing, and Product teams.
Demonstrated ownership, accountability, and execution discipline in driving complex, high-impact initiatives.
Proven experience scaling programs from regional concepts to global adoption using unified learning platforms.
Demonstrable agility and resilience with a proven ability to lead teams and programs effectively through frequent organizational and GTM changes.

Nice To Haves

Familiarity with the Cloudflare platform or experience in the Cloud/Security/Networking industry.
Proficiency with modern LMS platforms, Sales Engagement tools (e.g., Outreach), and CRM (e.g., Salesforce).
Experience in a scaling environment where you have designed processes from the ground up.

Responsibilities

Enablement Strategy & Execution
Own and evolve the regional Sales Enablement strategy for the EMEA revenue organization (including Account Executives, Sales Managers, and Sales Development).
Align enablement programs to EMEA GTM goals, regional business drivers, and global product priorities.
Oversee onboarding, role-based learning paths, and continuous skills development programs tailored for the EMEA market context.
Ensure consistent adoption and reinforcement of Value Based Selling methodology (e.g., MEDDPICC) , pitch certification, and tools by the EMEA field team.
Stakeholder & Executive Partnership
Act as the senior enablement partner to the EMEA Sales Leadership and management team, deeply understanding their business drivers and needs.
Participate in strategic planning and regional QBRs to embed enablement into the business rhythms and proactively identify needs.
Influence and collaborate cross-functionally with global Enablement, Product, Marketing, and Sales Operations leaders to ensure alignment on program strategies and resource allocation.
Clearly articulate enablement's impact on key revenue metrics and operational goals (e.g., ramp time, attainment, deal cycle time).
Team Leadership & Organizational Design
Manage and coach a regional team of Sales Enablement Managers and specialists, supporting their professional development.
Foster a culture of high performance, collaboration, and execution excellence within the EMEA team.
Demonstrate full ownership and accountability for team and program outcomes within the regional scope.
Actively shape team culture through consistent behavior modeling; identify and address team challenges to build a high-performing unit.
Actively model and reinforce the high degree of agility and adaptability required to navigate the frequent changes inherent in a hyper-growth GTM environment.
Metrics & Business Impact
Define and monitor KPIs to measure program effectiveness and ROI within the EMEA region.
Continuously improve programs based on readiness metrics, field feedback, and measurable business outcomes.
Lead the team in disciplined execution of programs and consistently articulate and celebrate the measurable business value created by enablement initiatives.