At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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 Magazine’s Top Company Cultures list and ranked among the World’s 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! 

Cloudflare is seeking a Global Head of Deal Desk Strategy to support our growth to $5B revenue.  This leader will leverage their deal desk experience supporting standard, non-standard, and custom deals in B2B SaaS. They will work to create processes and infrastructure to enable efficient growth while remaining agile enough to seize high value opportunities and respond to a dynamic market.  Candidates will have passion, energy, drive, and the ability to collaborate with Sales, Finance, Legal, and Product as well as other cross functional teams.

This is a team leadership role, reporting to the Vice President of Monetization Strategy.  Ideal location is Greater Bay Area, CA or Austin, TX.  Remote candidates will also be considered.  

Responsibilities

• Lead the strategic direction and execution of all aspects of deals around the world.
• Establish policies, procedures, and norms to enable efficient, sustainable growth. Work with management and the broader teams to drive operational efficiency, providing input into as well as sometimes co-owning process improvements.
• Recruit and coach an industry leading deal desk team.
• Work with Sales, Finance, Legal, Product, and other internal departments to prioritize and close critical, complex deals with high visibility.
• Develop, nurture, and reinforce partnerships across our Sales, Legal and Finance teams, serving as subject matter expert on all things related to deal desk and deal lifecycles.
• Work closely with the Sales Leadership team, acting as an advisor and collaborative challenger as we efficiently navigate deals through deal closing or revision.
• Leverage data insights and analysis to guide deal negotiations and policies.
• Review/approval/reject sales deals based on strategic and financial factors (e.g., profitability, margins, and discounts).
• Develop, review, and approve/reject all non-standard commercial terms.
• Manage and ensure compliance with internal controls.
• Partner closely with the Product Pricing Strategy team to provide front-line feedback and inform future pricing strategies.

Qualifications

• Knowledge and skills typically associated with 10+ years of experience in Deal Desk, deal structuring, negotiating, and pricing in B2B SaaS organizations.
• Strong experience of deal structure and negotiation.
• Understanding of revenue recognition for SaaS solutions.
• Excellent communication skills with C-Level team, both internal and customers.
• Successful experience negotiating standard and non-standard SaaS deals of international complexity (ranging between $200k to 10M+ ACV).
• Deep knowledge of sales cycle and prioritization of competing deal flow.
• Experience in Sales with internet infrastructure or security solutions preferred.
• Ability to successfully manage professional discussions of conflicting viewpoints professionally and respectfully, all while providing solutions leading to resolution and deals closed.
• Natural problem-solver comfortable with data and ambiguity while able to both delve into the details and operational tactics as well as engage meaningfully on the big picture or overall strategy
• Strong leader with ability to build, motivate, and coach cross-functional teams.  Ability to build a strong, collaborative team culture.
• Strong attention to detail and ability to prioritize multiple projects at once.
• Self-motivated and thrives in a fast-paced environment.
• Familiarity with common quote-to-cash systems and tools (e.g., Salesforce CRM, Salesforce CPQ, Ironclad CLM, Stripe billing)

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area-based hires: Estimated annual salary of $260,000 - $320,000.

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

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re 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: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: We created 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.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.

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. Here’s the deal - we don’t 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 you’d like to be a part of? We’d 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 person's, 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.