Director of Sales, Digital Native at Cloudflare

Cloudflare, Inc

Hybrid Actively hiring
San Francisco Bay Area Posted 44 days ago $378,000–$480,000 / year
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At a glance

AI generated

TL;DR

As a Director of Sales for Cloudflare’s Americas GTM team, you will lead a dynamic team of 11 Account Executives in the Digital Native segment, focusing on both acquiring new accounts and expanding existing ones. Your role involves driving engagement with technical and non-technical buyers across various teams within an organization to build and convert thousands of prospective customers. Day-to-day responsibilities include forecasting sales targets, coaching your team, developing sales runbooks, and collaborating with Sales Enablement, Product, and Marketing to optimize training for new products. Ideal candidates have 5+ years of experience in high-growth SaaS companies, particularly those focused on cloud security or hyperscalers, along with a strong track record in PLG growth models and partner ecosystem expansion. Proficiency in sales methodologies such as Gap Selling and Challenger is essential, alongside excellent communication skills and the ability to navigate complex business environments.

Skills

Salesforce HubSpot Gainsight Slack Zoom Microsoft Teams Google Workspace MuleSoft APIs PLG SaaS CI/CD Kubernetes AWS Azure GitHub Postman Jira Confluence Trello Sales methodologies Gap Selling Sandler Challenger

What you'll do

  • Accurately forecast sales commitments and deliver against quarterly and annual targets.
  • Coach and motivate a team of 11 account executives, measuring success based on quota attainment.
  • Develop and refine sales runbooks and scripts to enhance team selling abilities.
  • Collaborate with Sales Enablement and Product teams to optimize training for new products.
  • Maintain a pipeline of new hire candidates by continuously building a network of potential hires.

What we're looking for

  • 5+ years of sales management experience in a high-growth SaaS company.
  • Proven track record of meeting and exceeding team performance targets.
  • Experience building relationships with Digital Native, highly technical customers.
  • Strong talent for driving consensus among internal and external stakeholders.
  • Coaching knowledge of at least one sales methodology (Gap Selling, Sandler, Challenger).
  • Excellent written communication and presentation skills.
  • Record of success in selling new products and early access solutions.

Market check

Salary context

This $378,000–$480,000 range sits above 100% of similar postings on FindRole.

Peer median band

$168,750–$241,500

Median floor and ceiling across peers.

Typical midpoint (25–75%)

$170,000–$250,000

Middle half of comparable postings.

Based on 239 comparable postings.

* 240 is the maximum number of comparable postings sampled.

Employer

About Cloudflare, Inc

Cloudflare is a prominent cloud services and security company that provides content delivery network (CDN), DDoS mitigation, and Zero Trust security services to millions of internet properties.

Cloudflare, Inc currently has 102 open roles on FindRole.

Listed pay typically runs $234,000–$321,000 across 40 roles with salary data.

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