Regional Director of Sales, Digital Native Startups

Position Title

Regional Director of Sales, Digital Native Startups

Location

San Francisco, CA

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the worlds largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

About the Department

The Americas GTM team is Cloudflare’s largest sales organization that comprises AEs, AMs, SEs, BDRs, CSMs, and Operations roles – all working together to help our customers adopt Cloudflare and create phenomenal internet‑enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems and needs to support their business outcomes, while also creating revenue streams that fuel Cloudflare’s culture of innovation and excellence.

About the Role

We are looking for a Director of Sales to manage a team of Account Executives for our Digital Native Startups segment. The ideal candidate will possess both a sales management and technical background that enables them to drive engagement at all levels with technical and non‑technical buyers. As a Sales Director 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. You will extensively interact with other teams within Business Development, Sales Operations, Sales Engineering, Product, and Marketing to drive new business across untapped accounts.

This leadership role is within the Mid‑Market team (Digital Native Startups segment), and focuses on both the acquisition of new DN Startup accounts, as well as the expansion of existing Customer accounts. You will manage a team of 11 account executives. The expectation is that all sellers within this segment 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 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&A; 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.

Compensation

Compensation will be adjusted based on location and level.

For San Francisco / Bay Area based hires : Estimated On‑Target Earnings of $347,000-$424,000.

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on‑target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

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

Equal Opportunity

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA / Veterans / Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e‑mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Equal employment opportunity, including veterans and individuals with disabilities.

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