Senior Sales Manager, SLED

Senior Sales Manager, SLED

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's 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 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!

Location- Northern California (travel to Sacramento, CA needed) OR San Francisco, Seattle, Portland (regular travel to Sacramento, CA needed)

About the Role

Our US Public Sector Segment is investing in our U.S. SLED Region Go To Market team to grow Cloudflare's market share across State, Local, and Education customers and prospects. While an emerging market for Cloudflare, the SLED Regional Manager will have a foundation of successful sales and deployments across government and education to build upon.

What you'll do

As the SLED Senior Manager: you will lead our US SLED Pacific West team reporting directly to the Head of US SLED Sales. We are seeking a highly experienced and talented SLED Go To Market Leader to help us manage and grow the organization with overall responsibility for driving Cloudflare's revenue, hiring and brand awareness while maintaining the Cloudflare Culture. Change Agents, Builders, and Evangelists interested in continuing Cloudflare's journey towards becoming a world class SLED GTM organization will thrive in this role and environment.

• Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (sales, channel, customer success, solutions engineering, business development, support and field marketing).
• Lead a diverse sales team supporting volume and velocity sales motions across State, Local and Education (HiEd and K-12) accounts
• Continue to grow and build the U.S. Sales team and drive the hiring needs through partnering with global functional leadership and recruiting resources.
• Adopt and influence the company's sales methodology/process and drive best practices on selling, forecasting, and account management.
• Represent Cloudflare as the single point of contact for all operational concerns, ensuring proper and timely escalation and resolution.
• Ensure that corporate policy and regulatory initiatives are consistently applied and followed by the sales organization.
• Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.
• Represent Cloudflare as appropriate at external conferences, media and PR events. Maintain relationships with the NASCIO, NASTD, and other related associations.
• Travel within the U.S. will be expected.

Examples of Desired Skills, Knowledge, and Qualifications

• Minimum 5 years of senior level sales leadership experience, coupled with 10+ years of selling experience to a wide variety of SLED accounts.
• Experience managing longer, complex sales cycles but driving a quarterly cadence.
• Experience driving velocity sales activities within the SLED market.
• Established relationships with partner communities working with SLED organizations.
• Proven ability to sell solutions to strategic customers.
• Strong understanding of sales process/methodology, pipeline management, accurate forecasting and delivering results quarterly.
• Individuals that have been promoted to sales leadership within companies is a plus with a proven track record of significant over-quota achievement and demonstrated career stability.
• Experience in network performance and security, "how the Internet works", corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE.
• Aptitude for learning technical concepts/terms (technical background in engineering, computer science, or IT is a plus).
• Strong interpersonal communication and organizational skills.
• Excellent presentation skills to executives & individual contributors.
• Self-motivated, entrepreneurial spirit, and start-up experience are a plus.
• Comfortable working in a fast paced dynamic environment.

Compensation

• Compensation will be adjusted based on location and level.
• For San Francisco/Bay Area based hires: Estimated On Target Earnings of $300,000 - 366,000.
• For Washington and California (excluding Bay Area) based hires: Estimated annual salary of $284,000 - 348,000
• 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: Since 2014, we've equipped more than 2,400 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 Cloudflare's 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, we've 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. 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