Regional Sales Director, Digital Native

Regional Sales Director, Digital Native

– Cloudflare

Join Cloudflare's Americas GTM team as the Regional Sales Director for the Digital Native Startups segment. This leadership role focuses on both acquiring new Digital Native (DN) Startup accounts and expanding existing Customer accounts through high-performance sales leadership and deep technical expertise.

About the Department

The Americas GTM team is Cloudflare's largest sales organization, comprising Account Executives, Account Managers, Sales Engineers, Business Development Representatives, Customer Success Managers, and Operations roles. The team works collaboratively to help customers adopt Cloudflare and create extraordinary internet-enabled experiences.

About the Role

You will manage a team of 11 account executives, driving pipeline, forecasting, and revenue growth across the Digital Native Startups portfolio. You will partner with Business Development, Sales Operations, Sales Engineering, Product, and Marketing to capture new business across untapped accounts.

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, measuring success against quota attainment, new logo acquisition, and existing-account expansion.

Hold regular 1x1s with team members to maintain open and transparent communication.

Develop and elevate team selling abilities through consistent enablement, solution selling, and metric improvements; build and refine sales runbooks and scripts.

Assist in codifying product-focused playbooks that connect data-driven insights to Cloudflare solutions, addressing critical customer challenges.

Maintain a funnel of new-hire candidates by continuously interviewing and building a network of potential hires.

Monitor the use and proficiency of enablement resources and 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 teams at a high-growth SaaS company (cloud security or hyperscalers are a bonus).

Experience building relationships with Digital Native, highly technical customers and selling through a PLG growth model.

Experience expanding partner ecosystems in Startups.

Track record of consistently meeting and exceeding team plans.

Excellent written communication and presentation skills.

Success selling new products and early-access solutions.

Experience networking across business units within an account and through M&A activities; multi-thread to engage new divisional buyers.

Demonstrable success and passion for acquisition and expansion tactics.

Coaching knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies.

Strong talent for driving consensus among internal and external stakeholders and champions.

Compensation

Compensation adjusted based on location and level.

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

Eligible for incentive compensation under Cloudflare's Sales Compensation Plan.

Equity

Eligible to participate in Cloudflare's equity plan.

Benefits

Health & Welfare – Medical / Rx, Dental, Vision, Flexible Spending Accounts, Commuter Spending Accounts, Fertility & Family Formation Benefits, On-demand mental health support, Employee Assistance Program, Global Travel Medical.

Financial – Short and Long Term Disability Insurance, Life & Accident Insurance, 401(k) Retirement Savings Plan, Employee Stock Participation Plan.

Time Off – Flexible paid vacation and sick leave; parental, pregnancy health, medical, and bereavement leave.

Other – Cloudflare's complete benefits package supports employees and families across the United States (may vary for employees outside the U.S.).

What Makes Cloudflare Special?

Project Galileo : Empowered 2,400+ journalism and civil-society organizations worldwide.

Athenian Project : Delivered secure election infrastructure to 425+ local-government election websites.

1.1.1.1 : Public DNS resolver enhancing speed, security, and privacy for all users.

Commitment to a free and open Internet with a focus on protection and reliability.

Legal & Compliance

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Employment offers may be conditioned on authorization to receive software or technology controlled under these laws, without sponsorship for an export license.

Equal Opportunity Statement

Cloudflare is proud to be an equal-opportunity employer. We are committed to providing equal employment opportunity for all people, valuing diversity and inclusion. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, family care status, or any other basis protected by law. We are an AA / Veterans / Disabled Employer. We provide reasonable accommodations to qualified individuals with disabilities.

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