Sales Director, Majors
First Line Sales Manager leading 6-8 Enterprise Account Executives selling Cloudflare's security, networking, and edge computing platform to Fortune 500 accounts in TOLA. Owns $15-20M quota with responsibility for team development, deal coaching, and territory strategy.
About the job
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
Skills
Salesforce, MEDDPICC, Challenger Sales, Gong, Outreach, Boostup, LinkedIn Sales Navigator, Zero Trust, Sase, Enterprise Saas
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