Sales Director, Majors (TOLA)

At Cloudflare we are on a mission to help build a better Internet. Today the company runs one of the worlds largest networks that powers millions of websites and other 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 Magazines Top Company Cultures list and ranked among the Worlds Most Innovative Companies by Fast Company.

At Cloudflare were not looking for people who wait for a polished roadmap; were looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a normalized problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration leveraging AI to ship faster today to make it better tomorrow while ensuring that every improvement no matter how small is shared across the team to lift everyone up. If youre the type of person who values curiosity over bureaucracy and that AI is a partner in solving tough problems to keep the Internet moving forward youll fit right in.

• Austin US
• Dallas US
• Houston US

Cloudflare seeks an experienced and dynamic First Line Sales Leader to drive and manage our US Enterprise Majors sales team covering the TOLA region. You will drive revenue across Fortune 500 accounts by combining modern value-selling with Cloudflares AI-powered sales intelligence platform.

This role demands deep platform expertise in security networking and edge computing exceptional executive relationship-building skills and a proven track record of closing multi-million dollar deals in high-growth environments. You will develop top-tier sales talent coach complex deals forecast with precision and deliver predictable revenue while maintaining Cloudflares builder culture.

• Quota Ownership: Own a $1520M annual quota across a team of 68 Enterprise Account Executives focused on the largest most strategic accounts in TOLA.

• Forecast Precision: Maintain >90% forecast accuracy through disciplined weekly pipeline inspection using Salesforce BoostUp and Cloudflares internal deal intelligence layers.

• Consistent Execution: Drive consistent quota attainmentmeet or exceed quarterly and annual targets with predictable repeatable execution.

• Modern GTM Strategy: Execute modern GTM strategies for Fortune 500 companies navigating digital transformation security modernization and AI infrastructure needs.

• 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 to secure resources and drive technical wins.

• Navigate complex buying centers and coach reps on multi-threaded engagement across technical economic and executive stakeholders.

• 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 Cloudflares unique culturemaintain our builder mentality customer obsession and collaborative approach even at scale.

• Develop territory plans that identify whitespace prioritize accounts and align resources for maximum impact.

• Leverage data-driven insights from Cloudflares 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.

• 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.

• Deep knowledge of security networking application delivery or edge computing with the ability to articulate complex platform value to technical and executive audiences.

• Experience selling to CIO CISO or VP of Infrastructure buyer personas; comfortable navigating both technical and economic buying centers.

• Solid understanding of modern enterprise infrastructure (e.g. cloud migration Zero Trust security SASE application modernization or edge computing).

• Expert-level proficiency in strategic sales methodologies such as MEDDPICC Challenger or similar value-selling frameworks with an emphasis on business outcomes and financial justification.

• Strong competency; a daily user who leverages CRM data for pipeline management forecasting and rep coaching.

• Proficiency with a modern sales technology stack (e.g. Gong Outreach BoostUp LinkedIn Sales Navigator).

• A data-driven mindset with the ability to analyze pipeline health metrics conversion rates deal velocity and team performance indicators.

• Proven talent developer with a track record of coaching reps to promotion or top-performer status (including team members recruited into leadership roles elsewhere).

• Exceptional coaching and mentoring skills with the ability to diagnose rep performance gaps and develop targeted improvement plans.

• High executive presence; comfortable engaging with C-level buyers and representing Cloudflare in high-stakes situations.

• Entrepreneurial spirit and a startup mentality; thrives in ambiguity adapts quickly to change and drives results in high-growth environments.

• Collaborative cross-functional leadership style that builds trust and partnership across sales engineering product support and finance teams.

• Complete team assessment and conduct 1:1s with all direct reports.

• Shadow 5 customer calls and review the top 20 opportunities in the pipeline.

• Develop an initial territory plan with account prioritization and resource needs.

• Establish a consistent forecast cadence and pipeline inspection rhythm.

• Achieve pipeline coverage of 34x quota across the team.

• Maintain a forecast accuracy of >85%.

• Complete at least one strategic hire or initiate recruitment for open headcount.

• Close or advance 3 strategic deals valued at >$500K ARR.

• Achieve 100% of team quota with balanced contribution across all reps.

• Recruit and successfully ramp 2 new Enterprise AEs.

• Develop and promote at least 1 team member.

• Maintain a >90% rep retention rate.

• Build 5 referenceable customer relationships that provide case studies references or expand by >50%.

• Location: Must live in Texas and willing to travel across Texas Oklahoma Louisiana Arkansas (TOLA) Team
• Size: 6-8 Enterprise Account Executives Quota Responsibility: $15-20M annual recurring revenue
• Travel: Up to50% within territory and to customer/company meetings

Estimated annual salary of $380000 - $470000.

This role is eligible to participate in Cloudflares equity plan.

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.

• 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

• 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

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!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.

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 persons 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 or via mail at 101 Townsend St. San Francisco CA 94107.