Senior Manager - GTM Specialists, AMER
About The Position
Cloudflare is seeking a leader to manage its Cloudflare One Go-to-Market (GTM) Specialist team across the United States, Canada, and Latin America. Cloudflare One unifies Zero Trust security and networking to protect users, devices, applications, and networks, and supports secure AI adoption by governing workforce AI usage, protecting sensitive data, and securing access and connections involving AI agents. The role leads GTM Specialists who partner with account executives, sales leaders, and Solutions Engineering to drive discovery, sales strategy, and execution across customer segments. Account teams retain ownership of the broader customer relationship. The manager is accountable for Cloudflare One growth in AMER, including quota attainment, qualified pipeline, new customer acquisition, and expansion. The position also develops the team, directs strategic customer engagements, aligns resources to regional priorities, and improves cross-functional execution and operating discipline. The role involves 25%–50% travel across AMER. Compensation includes base salary and variable commission tied to commercial targets, with the estimated annual range varying by location. The role is eligible for incentive compensation and participation in Cloudflare’s equity plan. Cloudflare offers U.S. employees health and welfare, financial, and time-off benefits; programs may vary outside the United States.
Requirements
- 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.
- Strong understanding of SASE, Security Service Edge (SSE), Zero Trust, and security and network modernization.
- Familiarity with Zero Trust Network Access, Secure Web Gateway, CASB, Data Loss Prevention, browser isolation, email security, WAN connectivity, and firewall-as-a-service, including customer use cases.
- Ability to connect AI adoption and agentic workflows to least-privilege access, data protection, visibility, and policy enforcement.
- Credibility with CISOs, CIOs, and senior security, networking, and IT leaders.
- Practical experience using AI to improve team productivity, execution quality, or customer engagement, with measurable results.
- Builder mindset and comfort prototyping AI workflows through prompting, automation, low-code/no-code tools, or code, with technical partners as needed.
- Sound judgment about responsible AI use and where human expertise remains essential.
- Strong communication and organizational skills, an entrepreneurial mindset, and comfort bringing structure to a fast-moving environment.
- Willingness to travel across AMER for customers, team development, and business priorities.
Nice To Haves
- Experience adapting GTM strategies across segments and markets; Americas experience is particularly valuable.
Responsibilities
- Recruit, coach, and develop GTM Specialists; set performance expectations and strengthen discovery, business-value conversations, and commercial execution.
- Deliver against the Cloudflare One quota, build qualified pipeline, and drive new customer acquisition and expansion.
- Align coverage and resources with regional priorities.
- Partner with account teams on customer discovery, executive alignment, competitive positioning, business cases, and close plans; lead strategic customer engagements.
- Partner with Solutions Engineering to establish shared priorities and align demonstrations and proofs of concept with customer success criteria and a clear purchase decision.
- 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.
- Align with Sales, Customer Success, channel partners, Marketing, and Product; strengthen field readiness, share customer feedback, and support effective post-sales handoffs.
- Establish pipeline inspection, forecasting, and deal-review practices that create shared visibility and accountability.
- Adopt or build AI tools for research, preparation, coaching, and opportunity inspection; measure their impact while ensuring responsible use, data protection, and appropriate human review.
- Travel across AMER for customers, team development, and business priorities.
Benefits
- Medical/Rx insurance
- Dental insurance
- Vision insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility and family-forming benefits
- On-demand mental health support and Employee Assistance Program
- Global Travel Medical Insurance
- Short- and long-term disability insurance
- Life and accident insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
- Equity plan participation
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
