Cloudflare

Senior Sales Manager, Digital Native Start-ups

Cloudflare

full-time

Posted on:

Origin:  • 🇺🇸 United States • California

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Salary

💰 $300,000 - $366,000 per year

Job Level

Senior

Tech Stack

CloudDNS

About the role

  • As a Senior Manager on Mid-Market, you will have the opportunity to position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing strong pipeline and forecast management practices.
  • This leadership role is within the Mid-Market team (Digital Native Start-Ups segment), and focuses on both the acquisition of new DN Start-up accounts, as well as the expansion of existing Customer accounts.
  • You will manage a team of 11 account executives. The expectation is for all sellers within this segment is to drive customer engagement from technical professionals through to executive levels, and across Security, Network, Development and Infrastructure teams, as an avenue to building and converting thousands of prospective customers.
  • This role extends beyond analyzing and reporting; we take pride in helping to design and implement solutions to the different challenges that can arise in our fast paced and innovative environment.
  • Responsibilities
  • Accurately forecast commits by month and quarter, and deliver attainment to quarterly and annual sales targets.
  • Oversee, coach and motivate a team of account executives, consistently measuring their success against overall quota attainment, new logo acquisition and expansion into existing accounts.
  • Hold regular 1x1s with team members, maintaining open and transparent communication.
  • Develop and uplevel team selling abilities through consistent focus on enablement, solution selling and metric improvements. Build and refine sales runbooks and scripts.
  • Assist in the continued codification of various product focused playbooks on how to connect data led insights to Cloudflare solutions that solve critical business challenges Cloudflare customers face daily.
  • Maintain a funnel of new hire candidates by continuously interviewing and building a network of candidate potentials.
  • Monitor access and proficiency of enablement resources and various sales tool licenses.
  • Collaborate with Sales Enablement, Product and Product Marketing to provide and optimize sales training for newly launched features and products.

Requirements

  • 5+ years of Sales Management experience leading sales teams at a high-growth SaaS company (Cloud security or Hyperscalers are a bonus)
  • Experience developing relationships with Digital Native, highly technical customers and selling through a PLG growth model
  • Experience building relationships with target partners to expand the partner ecosystem in Startups.
  • Record of high performance in consistently meeting and exceeding team plan
  • Excellent written communication and presentation skills.
  • Track record of success in selling new products and early access solutions.
  • Experience in networking across business units within an account and through M&As; multi-thread to identify, engage and close new divisional buyers.
  • Demonstrable record of success and passion for acquisition and expansion tactics.
  • Coaching level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies.
  • Strong talent for driving consensus and support among internal and external stakeholders and champions.