Director of Sales, Territory (East) at Cloudflare

About UsAt 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 Magazines Top Company Cultures list and ranked among the Worlds 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!Available Location: East CoastAbout the departmentThe Americas GTM team is Cloudflares 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 Cloudflares culture of innovation and excellence.About the roleAs 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 (Territory segment) and focuses on both the acquisition of new Territory accounts as well as the expansion of existing Customer accounts. You will manage a team of 8 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.ResponsibilitiesAccurately 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.Requirements5 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 modelExperience building relationships with target partners to expand the partner ecosystem in Startups.Record of high performance in consistently meeting and exceeding team planExcellent 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.CompensationFor New York City Washington Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $376000 - $460000.This role is eligible to earn incentive compensation under Cloudflares 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.EquityThis role is eligible to participate in Cloudflares equity plan.BenefitsCloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses support caregiving build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States and benefits may vary for employees based outside the U.S.Health & Welfare BenefitsMedical/Rx InsuranceDental InsuranceVision InsuranceFlexible Spending AccountsCommuter Spending AccountsFertility & Family Forming BenefitsOn-demand mental health support and Employee Assistance ProgramGlobal Travel Medical InsuranceFinancial BenefitsShort and Long Term Disability InsuranceLife & Accident Insurance401(k) Retirement Savings PlanEmployee Stock Participation PlanTime OffFlexible paid time off covering vacation and sick leaveLeave programs including parental pregnancy health medical and bereavement leaveWhat Makes Cloudflare SpecialWere not just a highly ambitious large-scale technology company. Were a highly ambitious large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customers--at no cost.Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project weve provided services to more than 425 local government election websites in 33 states.1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Heres the deal - we dont store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.Sound like something youd like to be a part of Wed love to hear from you!This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.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 persons 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 or via mail at 101 Townsend St. San Francisco CA 94107.Required Experience:Director Key Skills Channel Partners,Customer Service,Revenue Growth,Product Knowledge,Sales Meetings,Account Management,CRM,Salesforce,Customer Base,New Customers,Territory,Trade shows,Sales Goals,Sales Process,New Clients Employment Type : Full Time Experience: years Vacancy: 1 Monthly Salary Salary: 376000 - 460000