CloudFlare
Overview
At Cloudflare, we are on a mission to help build a better Internet. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. We are committed to building a diverse and inclusive team and hire based on potential with support throughout your time at Cloudflare. About the department The Americas GTM team is Cloudflare’s largest sales organization and includes AEs, AMs, SEs, BDRs, CSMs, and Operations. The team helps customers adopt Cloudflare and create phenomenal internet-enabled experiences while solving real, technical problems to support business outcomes. About the role As a MM Manager, you will position and differentiate the Enterprise platform experience, reinforce strong pipeline and forecast management, and collaborate with teams across Business Development, Sales Operations, Sales Engineering, Product, and Marketing to drive new business across untapped accounts. This leadership role is within the upper Mid-Market (Territory segment) and focuses on acquiring new Territory accounts and expanding existing Customer accounts. You will manage a team of 10 account executives, driving engagement from technical professionals to executives across Security, Network, Development and Infrastructure teams. You will contribute to designing and implementing solutions in our fast-paced, innovative environment. Responsibilities Accurately forecast commits by month and quarter, delivering attainment to quarterly and annual sales targets. Oversee, coach and motivate a team of account executives, measuring success against quota attainment, new logo acquisition and expansion. Hold regular 1x1s with team members and maintain open communication. Develop and uplevel team selling through enablement, solution selling, and metric improvements. Build and refine sales runbooks and scripts. Codify product-focused playbooks connecting data-led insights to Cloudflare solutions. Maintain a funnel of new hire candidates through interviewing and networking. Monitor access and proficiency of enablement resources and sales tools. Collaborate with Sales Enablement, Product and Product Marketing to optimize sales training for new features and products. Requirements 3+ years of Sales Management experience leading sales teams at a high-growth SaaS company Experience building a Partner network in Channel or distributor environments and expanding partner ecosystems Proven track record of high performance and meeting/exceeding team plans Excellent written communication and presentation skills Experience selling new products and early access solutions Experience networking across business units and multi-threading to engage divisional buyers Coaching knowledge of Gap Selling, Sandler, Challenger, or other methodologies Ability to drive consensus among internal and external stakeholders Compensation Compensation will be adjusted based on location and level. For San Francisco/Bay Area hires: Estimated On Target Earnings of $250,000-306,000. This role is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Health & Welfare Benefits including Medical/Rx, Vision, FSAs, and more Commuter benefits and family-forming benefits On-demand mental health support and EAP Global Travel Medical Insurance and disability coverage 401(k) plan and Employee Stock Participation Plan Equal Opportunity Cloudflare is an equal opportunity employer. We value diversity and inclusiveness. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender, gender identity, sexual orientation, national origin, age, or disability. We are an AA/Veterans/Disabled Employer.
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At Cloudflare, we are on a mission to help build a better Internet. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. We are committed to building a diverse and inclusive team and hire based on potential with support throughout your time at Cloudflare. About the department The Americas GTM team is Cloudflare’s largest sales organization and includes AEs, AMs, SEs, BDRs, CSMs, and Operations. The team helps customers adopt Cloudflare and create phenomenal internet-enabled experiences while solving real, technical problems to support business outcomes. About the role As a MM Manager, you will position and differentiate the Enterprise platform experience, reinforce strong pipeline and forecast management, and collaborate with teams across Business Development, Sales Operations, Sales Engineering, Product, and Marketing to drive new business across untapped accounts. This leadership role is within the upper Mid-Market (Territory segment) and focuses on acquiring new Territory accounts and expanding existing Customer accounts. You will manage a team of 10 account executives, driving engagement from technical professionals to executives across Security, Network, Development and Infrastructure teams. You will contribute to designing and implementing solutions in our fast-paced, innovative environment. Responsibilities Accurately forecast commits by month and quarter, delivering attainment to quarterly and annual sales targets. Oversee, coach and motivate a team of account executives, measuring success against quota attainment, new logo acquisition and expansion. Hold regular 1x1s with team members and maintain open communication. Develop and uplevel team selling through enablement, solution selling, and metric improvements. Build and refine sales runbooks and scripts. Codify product-focused playbooks connecting data-led insights to Cloudflare solutions. Maintain a funnel of new hire candidates through interviewing and networking. Monitor access and proficiency of enablement resources and sales tools. Collaborate with Sales Enablement, Product and Product Marketing to optimize sales training for new features and products. Requirements 3+ years of Sales Management experience leading sales teams at a high-growth SaaS company Experience building a Partner network in Channel or distributor environments and expanding partner ecosystems Proven track record of high performance and meeting/exceeding team plans Excellent written communication and presentation skills Experience selling new products and early access solutions Experience networking across business units and multi-threading to engage divisional buyers Coaching knowledge of Gap Selling, Sandler, Challenger, or other methodologies Ability to drive consensus among internal and external stakeholders Compensation Compensation will be adjusted based on location and level. For San Francisco/Bay Area hires: Estimated On Target Earnings of $250,000-306,000. This role is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Health & Welfare Benefits including Medical/Rx, Vision, FSAs, and more Commuter benefits and family-forming benefits On-demand mental health support and EAP Global Travel Medical Insurance and disability coverage 401(k) plan and Employee Stock Participation Plan Equal Opportunity Cloudflare is an equal opportunity employer. We value diversity and inclusiveness. All qualified applicants will be considered for employment without regard to race, color, religion, sex, gender, gender identity, sexual orientation, national origin, age, or disability. We are an AA/Veterans/Disabled Employer.
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