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Cloud • Information Technology • Security • Software • Cybersecurity
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Cloud • Information Technology • Security • Software • Cybersecurity
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Sales Director, US Majors - Heartland
Must live in one of these states and be willing to travel to customers within this patch: Michigan, Indiana, Kentucky, Ohio, Iowa, Missouri, North Dakota, South Dakota, Nebraska or Kansas
About the Role
Cloudflare is looking for an experienced and dynamic First Line Sales Leader to drive and manage our US Enterprise Majors sales team. This role requires a leader with a deep understanding of platform-based, technically sophisticated products, a proven track record in value selling to both technical and financial executives, and experience operating within a high-growth, large-scale enterprise environment. The ideal candidate will inspire their team to exceed targets by fostering a culture of strategic account management, business acumen, and disciplined execution.
This role will require both strategic and hands-on leadership to build out the go-to-market strategy, manage and grow the sales team, market structure and partner strategy. In this role you will be asked to actively work with clients, partners and field sales reps to sell and close deals while building out the region.
Additional responsibilities will include:
Examples of desirable skills, knowledge and experience
Compensation
Compensation may be adjusted depending on work location.
Equity
This role is eligible to participate in Cloudflare's equity plan.
Benefits
Cloudflare 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 Benefits
Financial Benefits
Time Off
Must live in one of these states and be willing to travel to customers within this patch: Michigan, Indiana, Kentucky, Ohio, Iowa, Missouri, North Dakota, South Dakota, Nebraska or Kansas
About the Role
Cloudflare is looking for an experienced and dynamic First Line Sales Leader to drive and manage our US Enterprise Majors sales team. This role requires a leader with a deep understanding of platform-based, technically sophisticated products, a proven track record in value selling to both technical and financial executives, and experience operating within a high-growth, large-scale enterprise environment. The ideal candidate will inspire their team to exceed targets by fostering a culture of strategic account management, business acumen, and disciplined execution.
This role will require both strategic and hands-on leadership to build out the go-to-market strategy, manage and grow the sales team, market structure and partner strategy. In this role you will be asked to actively work with clients, partners and field sales reps to sell and close deals while building out the region.
Additional responsibilities will include:
- Recruit, lead and develop a team of Majors Account Executives focused on the largest, most strategic US enterprises in the US Heartland (Midwest) driving both new business and expansion
- Instill and reinforce a disciplined approach to value selling, ensuring the team effectively articulates the financial and technical benefits of the Cloudflare platform to technical and financial buyers
- Drive accurate forecasting, manage territory planning, and ensure rigorous execution of the sales process across all stages of the sales cycle
- Collaborate cross-functionally with internal teams (e.g., Sales Engineering, Product, Marketing) to ensure successful positioning of the complete Cloudflare platform and secure necessary resources for closing major deals.
- Act as a deal coach and escalation point, providing strategic guidance on complex negotiations, large-scale platform adoption, and competitive positioning within major accounts.
- Recruit, onboard, train, and mentor top-tier sales talent, creating a high-performance, results-oriented, and inclusive team culture.
- Meet or exceed quarterly and annual sales targets on a consistent basis
Examples of desirable skills, knowledge and experience
- 10+ years of experience in B2B enterprise software/SaaS sales, with a minimum of 3 years in a first-line sales management role building and leading top performing sales teams
- Deep domain expertise in areas relevant to the Cloudflare platform (e.g., networking, security, application delivery, or edge computing), with the ability to articulate complex platform value.
- Demonstrated experience in managing and closing large, multi-year contracts with Fortune 500 or Global 2000 companies.
- Entrepreneurial spirit with a start up mentality and proven success in a high-growth, large-scale organization, demonstrating the ability to navigate complexity and rapid change.
- Strong proficiency in applying strategic sales methodologies that emphasize business outcomes and financial justification.
- Exceptional coaching skills with a track record of developing and promoting sales talent
Compensation
Compensation may be adjusted depending on work location.
Equity
This role is eligible to participate in Cloudflare's equity plan.
Benefits
Cloudflare 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 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
Financial Benefits
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
Time Off
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
Cloudflare Denver, Colorado, USA Office
Denver, Colorado, United States, 80014
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
