National Sales Director, Major and Federal Accounts

Cloudflare • San Francisco, CA

5d • Hybrid

About The Position

Cloudflare is seeking an experienced Sales Leader to spearhead business growth in Canada, focusing on driving revenue and brand awareness. This role, based in the Greater Toronto Area, requires a blend of strategic vision and hands-on leadership to implement a modernized go-to-market strategy. Key responsibilities include hiring, leading, and developing the sales team, optimizing AI-supported pipeline engines, and closing complex deals to scale the region. The Sales Leader will engage directly with prospects, major enterprise customers, public sector accounts, and strategic partners to build the Canadian market presence. The Field Sales department is responsible for direct revenue generation through acquiring new enterprise clients and expanding existing high-value accounts. This team collaborates with Business Development, Solution Engineering, Customer Success, and Sales Operations, utilizing a modern, digital-first, AI-supported sales model to focus on strategic engagement and solving critical security and performance challenges for enterprise and public sector customers.

Requirements

• Currently in a sales leadership role.
• Bachelor's degree required.
• 10+ years of SaaS sales experience, selling to large enterprise accounts in both the Private and Federal sectors.
• 5+ years of SaaS cybersecurity/networking sales management experience leading a named field sales team.
• Proven experience managing and coaching long, complex, high-value enterprise sales cycles, with a track record of driving partner-led revenue.
• Demonstrated experience selling into top-tier key verticals including Financial Services, Public Sector, Service Providers, Retail, Manufacturing, Energy, and Media.
• Solid technical grounding in IaaS, Networking, and Information Security services, with an aptitude for continuously learning modern technical architecture.
• Familiarity with AI-assisted sales tools, automated pipeline workflows, and digital-first go-to-market methodologies that minimize manual administrative friction.
• Exceptional leadership, executive presentation, and cross-functional communication skills.
• Self-motivated, entrepreneurial mindset with a passion for problem-solving and innovation.
• Comfortable working in a fast-paced, dynamic environment, including working in an office environment in the Greater Toronto Area (GTA) 2–3 times a week.

Responsibilities

• Design, build, and execute regional strategies in collaboration with regional and global functional leaders, leveraging data-driven automation to maximize team productivity.
• Lead and grow the Canada Major Accounts and Federal sales team, fostering an environment of AI-native curiosity, high performance, and continuous iteration.
• Serve as the local executive point of contact for all Major Account & Federal functions in Canada, driving strategic partner alignment and executive customer relationships.
• Drive a modern business cadence for forecast calls, deal reviews, customer account reviews, and weekly team meetings by utilizing automated account metrics and pipeline insights.
• Lead cross-functional programs and campaigns—working across sales, marketing, customer success, solutions engineering, and channel partners—to convert high-intent market signals into closed revenue.
• Drive regional sales growth through organizational planning, high-touch executive engagement, and outstanding execution of digital-first go-to-market strategies.
• Represent Cloudflare as the single point of contact for Regional operational concerns, ensuring proper escalation and resolution.
• Ensure corporate policy and regulatory initiatives (including public sector and federal standards) are consistently applied and followed across the team.
• Inspire interpersonal effectiveness, develop top-tier sales talent, and lead teams through evolving technological landscapes.
• Act as an active "doer" and "influencer," representing Cloudflare at key external conferences, media opportunities, and PR events.

Benefits

• Project Galileo: Equipping journalism and civil society organizations with tools to defend against attacks.
• Athenian Project: Providing state and local governments with protection and reliability for free access to election information and voter registration.
• 1.1.1.1: A faster, more secure, and privacy-centric public DNS resolver available to everyone.
• Commitment to privacy: No user data is stored or sold to advertisers.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior