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! 

Position Overview:

We are seeking a global sales executive to create and lead our global Strategic Pursuits Team (SPT). This is a unique opportunity to build a high visibility team that will engage major customers to develop scale strategic opportunities, and establish Cloudflare as their key cloud technology provider.  This team will act as a Center of Excellence that is overlay to our field to develop plans with major account owners while elevating our Enterprise sales capabilities across major deal sourcing, consultative selling, structuring, negotiation, closing, and onboarding.  

In this new role, you will be responsible for building and leading regional teams managing the end-to-end deal cycle for strategic, large, complex deals. You will focus on identifying and driving key categories of opportunity, gaining access to senior executives, earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure. This role will align with C-level executives, IT teams, and multiple lines of business in prospect / customer businesses to identify and achieve business outcomes, increase the enterprise wide adoption of Cloudflare services, and enable strategic relationships. You will work collaboratively to drive results by partnering with Cloudflare executives, regional GMs and account teams, product leadership and supporting teams to empower our customers while building a major deals capability across Cloudflare.  Success will be making strategic 

Key Responsibilities:

• Develop and execute a global large deal pursuits strategy focused on securing eight and nine-figure strategic deals.
• Build and scale a world class strategic deals pursuit organization that sustains efficient, high long-term growth.
• Create and drive new strategic go-to-market plans to meet company growth and market share goals.
• Lead and inspire a high-performing global pursuits team to achieve revenue targets and exceed customer expectations.
• Collaborate closely with executive leadership to align sales initiatives with overall business objectives.
• Understand customer pain points and business challenges, positioning Cloudflare's solutions as integral to their success.
• Provide thought leadership and consultative guidance to clients, ensuring a deep understanding of their needs.
• Oversee the end-to-end sales process, from prospecting and qualification to negotiation and contract closure.
• Ensure timely and accurate forecasting, reporting, and communication of sales metrics to executive leadership.
• Partner with GTM organization including regional GMs, strategic and enterprise sales teams and post sales organization.
• Collaborate with product, engineering, marketing, and technical teams to ensure alignment of customer needs with Cloudflare's product roadmap.
• Work closely with legal, finance, and other internal stakeholders to navigate complex deal structures and negotiations.
• Work closely with functions and other executives across the organization to establish and develop a strong and collaborative partnership to ensure continued success.
• Recruit, inspire, lead, mentor, motivate and instill operational rigor into the sales organization, to capitalize on the market opportunity for Cloudflare.
• Create loyalty and followership among the current team. Help drive the mission/vision of Cloudflare to the sales force and broader organization.

To be effective in this role, you will have the following key pivotal experiences and expertise:

• 15+ years of experience in enterprise SaaS sales, with a proven track record of securing repeatable eight-figure deals.
• Experience leading and managing high-performing sales teams in a global setting.
• Excellent communication, negotiation, and presentation skills.
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions.
• High Growth at Scale – Track record of leading sales organizations through rapid growth. Develops processes and strategies that enable exponential revenue growth
• Operational Rigor – Experience implementing complex strategy and operational improvements. Takes a data driven and efficiency-oriented approach to sales operations. Measurable success in improving sales enablement, hiring practices, productivity, sales strategy and programs.
• Strategic Builder - this executive will be a team builder, team player, and a leader. To be effective in this role, you will have the personal drive and enthusiasm to successfully navigate a growing company in an evolving marketplace.
• Infrastructure SaaS – Experience within a cloud-native, highly technical infrastructure SaaS business, and track record of managing a predictable and repeatable recurring revenue business model.

Compensation

Compensation may be adjusted depending on work location.

• For Colorado, New York City, Washington, and California based hires: Estimated annual salary of $425,000 - $600,000.

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

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.