Territory Sales Director, West (Los Angeles/Phoenix)
About The Position
Cloudflare is seeking a Director of Sales to lead a team of Territory Account Executives in the Southwest. This leadership role on the Enterprise team focuses on acquiring new accounts and expanding existing customer accounts. The role requires a strong sales management background and technical foundation to engage technical professionals and executive buyers. The director will position and differentiate Cloudflare’s Enterprise platform and reinforce strong pipeline and automated forecast management practices across Security, Network, Development, and Infrastructure teams. The role is available in Los Angeles, California, or Phoenix, Arizona. The position leads and develops a team of eight Account Executives, using data-led customer insights, structured sales enablement, and solution-selling practices to achieve sales targets. It partners with Sales Enablement, Product, and Product Marketing to improve training and accelerate execution of new product launches. The role also contributes to sales playbooks and builds a pipeline of prospective hires. For California-based hires, estimated on-target earnings are $361,000–$496,000, including target incentive compensation under Cloudflare’s Sales Compensation Plan. The role is eligible for Cloudflare’s equity plan. Applicants who reach the offer stage may be asked to attend an in-person interview at a Cloudflare office or hub. The position may require access to information protected under U.S. export control laws, and an offer may depend on authorization to receive controlled software or technology without sponsorship for an export license.
Requirements
- At least five years of sales management experience leading high-performing sales teams at a high-growth SaaS company.
- A proven record of meeting and exceeding team plans through strategic acquisition and expansion tactics.
- Experience developing relationships with highly technical customers and selling through modern, data-driven Product-Led Growth models.
- Coaching-level knowledge of Gap Selling, Sandler, Challenger, or another structured sales methodology.
- Ability to multi-thread across business units to identify, engage, and close new divisional buyers, and to drive consensus among internal and external stakeholders.
- Excellent written communication, presentation, and pipeline management skills.
Nice To Haves
- Experience leading sales teams in Cloud Security or Hyperscaler ecosystems.
- Experience navigating complex accounts undergoing mergers and acquisitions to expand the partner ecosystem.
Responsibilities
- Accurately forecast monthly and quarterly commits using automated internal data layers and predictive metrics to meet quarterly and annual sales targets.
- Oversee, coach, and motivate a team of eight Account Executives, measuring performance through quota attainment, new-logo acquisition, and account expansion.
- Develop the team’s selling abilities through enablement, solution selling, and interpretation of automated, data-led customer insights.
- Help codify and execute product-focused playbooks that connect platform data to Cloudflare solutions addressing critical business challenges.
- Collaborate with Sales Enablement, Product, and Product Marketing to optimize sales training and accelerate execution around newly launched features and products.
- Continuously interview candidates and build a strong network of potential talent.
- Hold regular one-on-ones with team members, maintain open and transparent communication, and monitor proficiency with and adoption of sales enablement tools and resources.
Benefits
- Medical and prescription 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
- Incentive compensation under the Sales Compensation Plan
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
