Director, Sales Enablement

Available Locations: London or Lisbon

Job Title Director Sales Enablement EMEA

Role Summary Cloudflare is seeking a strategic and results-oriented Director of Sales Enablement to lead and execute the enablement strategy specifically for the EMEA region. This leader will be responsible for driving field readiness across the entire customer-facing revenue organization (Sales Sales Management) to accelerate hyper-growth improve sales productivity and ensure consistent execution of our Go-To-Market (GTM) strategy within EMEA. You will lead a team of enablement professionals acting as a trusted partner to EMEA Sales leadership and translating regional business drivers into impactful measurable enablement programs. This is a highly strategic high-visibility role that requires strong business acumen and operational execution.

Role Responsibilities

Enablement Strategy & Execution

• Own and evolve the regional Sales Enablement strategy for the EMEA revenue organization (including Account Executives Sales Managers and Sales Development).
• Align enablement programs to EMEA GTM goals regional business drivers and global product priorities.
• Oversee onboarding role-based learning paths and continuous skills development programs tailored for the EMEA market context.
• Ensure consistent adoption and reinforcement of Value Based Selling methodology (e.g. MEDDPICC) pitch certification and tools by the EMEA field team.

Stakeholder & Executive Partnership

• Act as the senior enablement partner to the EMEA Sales Leadership and management team deeply understanding their business drivers and needs.
• Participate in strategic planning and regional QBRs to embed enablement into the business rhythms and proactively identify needs.
• Influence and collaborate cross-functionally with global Enablement Product Marketing and Sales Operations leaders to ensure alignment on program strategies and resource allocation.
• Clearly articulate enablements impact on key revenue metrics and operational goals (e.g. ramp time attainment deal cycle time).

Team Leadership & Organizational Design

• Manage and coach a regional team of Sales Enablement Managers and specialists supporting their professional development.
• Foster a culture of high performance collaboration and execution excellence within the EMEA team.
• Demonstrate full ownership and accountability for team and program outcomes within the regional scope.
• Actively shape team culture through consistent behavior modeling; identify and address team challenges to build a high-performing unit.
• Actively model and reinforce the high degree of agility and adaptability required to navigate the frequent changes inherent in a hyper-growth GTM environment.

Metrics & Business Impact

• Define and monitor KPIs to measure program effectiveness and ROI within the EMEA region.
• Continuously improve programs based on readiness metrics field feedback and measurable business outcomes.
• Lead the team in disciplined execution of programs and consistently articulate and celebrate the measurable business value created by enablement initiatives.

Role Requirements (Must-Have Skills)

• Demonstrated success in designing launching and scaling high-volume sales programs (e.g. global SKOs major product rollouts sales plays) in a high-growth environment demonstrating the ability to drive organizational change at scale.
• Proven experience leading mentoring and developing a regional or global enablement team.
• Deep expertise and demonstrable experience executing and enabling Value-Driven Selling methodologies (e.g. MEDDPICC Challenger) moving beyond a purely transactional sales background.
• Strong executive presence and ability to align with senior Sales leadership; a trusted consultative partner.
• Exceptional business acumen; able to proactively identify stakeholder needs and translate GTM strategy into actionable measurable learning impact.
• Expertise in cross-functional partnering and communication across Sales Marketing and Product teams.
• Demonstrated ownership accountability and execution discipline in driving complex high-impact initiatives.
• Proven experience scaling programs from regional concepts to global adoption using unified learning platforms.
• Demonstrable agility and resilience with a proven ability to lead teams and programs effectively through frequent organizational and GTM changes.

Nice-to-Have Skills

• Familiarity with the Cloudflare platform or experience in the Cloud/Security/Networking industry.
• Proficiency with modern LMS platforms Sales Engagement tools (e.g. Outreach) and CRM (e.g. Salesforce).
• Experience in a scaling environment where you have designed processes from the ground up.

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were 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: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customers--at no cost.

Athenian Project: In 2017 we created the 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. Since the project weve provided services to more than 425 local government election websites in 33 states.

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. Heres the deal - we dont 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 youd like to be a part of Wed 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.

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