Territory Sales Manager

Summary

Join Cloudflare's Americas GTM team as a MM Manager and lead a team of 10 account executives. This leadership role focuses on acquiring new and expanding existing upper mid-market accounts. You will interact with various teams to drive new business and manage the sales pipeline. Responsibilities include forecasting, coaching, and motivating your team, building sales runbooks, and collaborating with other departments. The ideal candidate has 3+ years of sales management experience in a high-growth SaaS company, experience with channel partners, and a proven track record of exceeding sales targets. Cloudflare offers a competitive compensation package, equity, and a comprehensive benefits program.

Requirements

• 3+ years of Sales Management experience leading sales teams at a high-growth SaaS company
• Experience driving best practices and building a network of Partners in a Channel or distributor environment
• Experience developing scalable relationships with target partners, to expand the partner ecosystem in targeted regions
• Record of high performance in consistently meeting and exceeding team plan (while also supporting the majority of direct reports to success)
• Excellent written communication and presentation skills
• Track record of success in selling new products and early access solutions
• Experience in networking across business units within an account and through M&As; multi-thread to identify, engage and close new divisional buyers
• Demonstrable record of success and passion for acquisition and expansion tactics
• Coaching level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies
• Strong talent for driving consensus and support among internal and external stakeholders and champions

Responsibilities

• Accurately forecast commits by month and quarter, and deliver attainment to quarterly and annual sales targets
• Oversee, coach and motivate a team of account executives, consistently measuring their success against overall quota attainment, new logo acquisition and expansion into existing accounts
• Hold regular 1x1s with team members, maintaining open and transparent communication
• Develop and uplevel team selling abilities through consistent focus on enablement, solution selling and metric improvements. Build and refine sales runbooks and scripts
• Assist in the continued codification of various product focused playbooks on how to connect data led insights to Cloudflare solutions that solve critical business challenges Cloudflare customers face daily
• Maintain a funnel of new hire candidates by continuously interviewing and building a network of candidate potentials
• Monitor access and proficiency of enablement resources and various sales tool licenses
• Collaborate with Sales Enablement, Product and Product Marketing to provide and optimize sales training for newly launched features and products

Benefits

• For San Francisco/Bay Area based hires: Estimated On Target Earnings of $250,000- $306,000
• This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan
• This role is eligible to participate in Cloudflare’s equity plan
• 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