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 relationships. The position requires sales-management expertise and a 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 across Security, Network, Development, and Infrastructure teams. The role is based in Los Angeles, California, or Phoenix, Arizona. It oversees eight Account Executives and is responsible for team performance, coaching, talent development, and consistent achievement of sales targets. Compensation varies by location and level; for California-based hires, estimated on-target earnings are $361,000–$496,000, including on-target incentive compensation. The role is eligible to participate in Cloudflare’s equity plan.
Requirements
- At least five years of sales-management experience leading high-performing sales teams at a high-growth SaaS company.
- A proven record of consistently meeting and exceeding team plans through strategic acquisition and expansion.
- Experience developing relationships with highly technical customers and selling through modern, data-driven Product-Led Growth (PLG) 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 build 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 deliver quarterly and annual sales targets.
- Oversee, coach, and motivate a team of eight Account Executives, measuring performance by quota attainment, new-logo acquisition, and account expansion.
- Develop the team’s selling capabilities 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 new features and products.
- Continuously interview and build a network of potential candidates to maintain a robust funnel of new hires.
- Hold regular one-on-one meetings, maintain open and transparent communication, and monitor adoption and proficiency with 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
- Eligibility to participate in Cloudflare’s equity plan
- 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
