Sales Director, Digital Native Start-ups

OverviewJoin to apply for the Sales Director, Digital Native Start-ups role at Cloudflare.About Cloudflare: At Cloudflare, we are on a mission to help build a better Internet. We run one of the world’s largest networks powering millions of websites and Internet properties. We protect and accelerate Internet applications without requiring hardware, software installation, or code changes. Cloudflare helps reduce spam and attacks and strives to innovate across products and services. Cloudflare has been recognized for company culture and innovation.Available Location: San Francisco, CA.Department context: The Americas GTM team is Cloudflare’s largest sales organization with AEs, AMs, SEs, BDRs, CSMs, and Operations, collaborating to help customers adopt Cloudflare solutions.Role context: This leadership role is within the Mid-Market team (Digital Native Start-Ups segment) focusing on acquiring new DN Start-up accounts and expanding existing customer accounts. You will manage a team of 11 account executives and drive engagement across technical and executive stakeholders.Responsibilities and requirements are listed below.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, measuring success against quota attainment, new logo acquisition, and account expansion.Hold regular 1x1s with team members, maintaining open and transparent communication.Develop and uplevel team selling abilities with enablement, solution selling, and metric improvements; build and refine sales runbooks and scripts.Contribute to product-focused playbooks that connect data-led insights to Cloudflare solutions solving customer challenges.Maintain a funnel of new hire candidates by interviewing and networking to build candidate potentials.Monitor enablement resources and sales tool usage.Collaborate with Sales Enablement, Product, and Product Marketing to optimize training for new 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 model.Experience building relationships with target partner ecosystems in Startups.Record of high performance in meeting/exceeding team plans.Excellent written communication and presentation skills.Track record of selling new products and early access solutions.Experience networking across business units within an account and through M&As to engage divisional buyers.Coaching knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies.Ability to gain consensus among internal and external pensation & EquityCompensation will be adjusted based on location and level.For San Francisco/Bay Area based hires: Estimated On Target Earnings of $300,000-$366,000.This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan; the estimated salary range includes on-target incentive compensation.This role is eligible to participate in Cloudflare’s equity plan.BenefitsMedical/Rx, Dental, Vision InsuranceFlexible Spending Accounts and Commuter BenefitsFertility & Family Forming Benefits, Mental health support, EAPDisability and Life & Accident Insurance401(k) with Employee Stock ParticipationEqual OpportunityCloudflare is an equal opportunity employer; we value diversity and inclusiveness. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender, or other protected characteristics. We provide reasonable accommodations to qualified individuals with disabilities. If you require accommodations to apply, please contact . #J-18808-Ljbffr

Created: 2025-09-21