Sales Director, Majors

Key Responsibilities

Deal Leadership & Coaching

• Serve as a strategic deal coach and executive escalation point on complex, multi-million dollar platform deals
• Guide reps through competitive displacement and large-scale platform adoption scenarios
• Orchestrate cross-functional deal teams, partnering with Solutions Engineering, Customer Success, Product, and Legal
• Navigate complex buying centers and coach reps on multi-threaded engagement across technical, economic, and executive stakeholders

Team Development & Culture

• Recruit, onboard, and develop top-tier enterprise sales talent; build a high-performance, inclusive team culture
• Mentor reps from ramp to top performer, providing hands-on coaching on discovery, value selling, executive engagement, and negotiation
• Build bench strength by developing future leaders and promoting from within
• Foster Cloudflare's unique culture—maintain builder mentality, customer obsession, and collaborative approach

Strategic Planning & Territory Management

• Develop territory plans that identify whitespace, prioritize accounts, and align resources for maximum impact
• Leverage data-driven insights from Cloudflare's AI-assisted sales tools to optimize pipeline coverage, accelerate deal velocity, and improve win rates
• Cultivate executive relationships at the CIO, CISO, and VP of Infrastructure levels across strategic accounts
• Drive account expansion by building multi-year growth strategies that deepen platform adoption and increase customer lifetime value

Requirements

Required Experience

• 10+ years in B2B Enterprise SaaS/software sales, with deep expertise selling platform solutions to Fortune 500 companies
• 3+ years as a First Line Sales Manager, building and leading top-performing enterprise teams (minimum 5 direct reports)
• Consistent 100%+ quota attainment with a proven track record as both an individual contributor and a team leader
• Multi-million dollar deal experience, including a history of managing and closing $1M+ ARR contracts with Global 2000 organizations

Domain Expertise

• Deep knowledge of security, networking, application delivery, or edge computing
• Experience selling to CIO, CISO, or VP of Infrastructure buyer personas
• Solid understanding of modern enterprise infrastructure (cloud migration, Zero Trust security, SASE, application modernization, or edge computing)

Sales Excellence

• Expert-level proficiency in strategic sales methodologies such as MEDDPICC, Challenger, or similar value-selling frameworks
• Strong Salesforce.com competency; daily user who leverages CRM data for pipeline management, forecasting, and rep coaching
• Proficiency with a modern sales technology stack (Gong, Outreach, BoostUp, LinkedIn Sales Navigator)
• Data-driven mindset with ability to analyze pipeline health metrics, conversion rates, deal velocity, and team performance indicators

Leadership & Soft Skills

• Proven talent developer with track record of coaching reps to promotion or top-performer status
• Exceptional coaching and mentoring skills, with ability to diagnose rep performance gaps and develop targeted improvement plans
• High executive presence; comfortable engaging with C-level buyers
• Entrepreneurial spirit and startup mentality; thrives in ambiguity and high-growth environments
• Collaborative cross-functional leadership style

Compensation & Benefits

• Estimated annual salary of $380,000 - $480,000
• Equity participation in Cloudflare's equity plan
• Medical/Rx, Dental, Vision Insurance
• Flexible Spending Accounts, Commuter Spending Accounts
• Fertility & Family Forming Benefits, On-demand mental health support
• 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