Cloudflare

Director of Sales, Digital Native Startups

Cloudflare

full-time

Posted on:

Location Type: Hybrid

Location: Austin • Illinois, Texas • 🇺🇸 United States

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Salary

💰 $347,000 - $424,000 per year

Job Level

Lead

Tech Stack

Cloud

About the role

  • 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.
Benefits
  • Medical/Rx Insurance
  • Dental Insurance
  • Vision Insurance
  • Flexible Spending Accounts
  • Commuter Spending Accounts
  • Fertility & Family Forming Benefits
  • On-demand mental health support and Employee Assistance Program
  • Global Travel Medical Insurance
  • Short and Long Term Disability Insurance
  • Life & 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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
Sales ManagementSolution SellingSales EnablementMetric ImprovementsSales TrainingGap SellingSandlerChallengerProduct LaunchPLG Growth Model
Soft skills
CoachingMotivationCommunicationRelationship BuildingNetworkingConsensus DrivingPresentation SkillsTeam LeadershipPerformance MeasurementStakeholder Engagement