Job Description

About Us

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!

Account Executives, Business Development Representatives, Solution Engineers, and Customer Success - all working together to help our customers adopt Cloudflare and build great Internet-enabled experiences. The sales team at Cloudflare helps customers take on real, technical problems while building the revenue streams that help the company provide free service to millions in our community.

Based in London, you will help scale our new business revenues across Enterprise accounts for UK&I Public Sector markets by leading a team of Enterprise Account Executives. As a first line manager you will i) coach AEs and act as the first line of support on deal execution strategy and day-to-day matters, ii) work with SalesOps, Management, Marketing, Partners, BDRs and other sales functions to drive and iterate on/improve Cloudflare's brand awareness, Go-To-Market strategy, and adoption, and iii) help attract, hire, and ramp-up high-performing Account Executives to hit sales targets and drive company goals (DNR growth, new product attach rates etc.).

• Meet and exceed individual and team quarterly and annual quotas


• Lead an experienced team of Enterprise Account Executives, as well as directly and indirectly lead the supporting roles and resources surrounding our Enterprise accounts


• Continue to grow and build the UKISA Enterprise Accounts' Public Sector Sales team and drive the hiring needs through partnering with global functional leadership and recruiting resources.


• Provide day-to-day deal support and functional guidance to AEs


• Source, interview, and recruit top sales talents in coordination with recruiting and sales leaders


• Own and drive accurate and up-to-date AE KPI reporting in Salesforce and provide attainment forecast guidance to sales management on a weekly basis


• Help define ideal AE profile for the UK&I Public Sector Enterprise market


• Help on-board and ramp up AEs


• Develop and iterate on enablement programs to accelerate ramp of newly onboarded reps


• Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (Cloudflare One portfolio) attach rates, and other company goals


• Define and drive optimal Sales Go-To-Market coverage (vertical, geo-based etc.)


• Drive channel relationships forward to accelerate partner revenue


• Help foster relationships between customer/partner executives and Cloudflare executives within key customer accounts


• Devise and lead quarterly business reviews/kickoffs reporting on the overall health of the business in your region


• Drive sales growth through successful leadership, organizational planning, customer service, and outstanding execution of all regional go-to-market programs (sales, customer success, solutions engineering, business development, support and field marketing).


• Lead an experienced team of Enterprise Account Executives, as well as directly and indirectly lead the supporting roles and resources surrounding our Enterprise accounts


• Continue to grow and build the UKISA Enterprise Accounts' 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.


• Continuously design, build and execute strategies for UKISA in collaboration with various regional and global functional leaders especially as it relates to multinational corporations with distributed buying centers and infrastructures


• 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.


• Outstanding leadership - inspiring interpersonal effectiveness to lead teams, develop talent and effect change. Willing and able to be a doer and influencer.


• Drive business cadence for forecast calls, functional review meetings, deal review, customer account reviews, weekly team meetings and periodic company-wide kick offs.


• Travel within UKISA will be expected.

Examples of desired skills, knowledge and qualifications

• 4+ years of senior sales leadership experience, coupled with 10+ years of direct B2B selling experience to both SMB, Mid-market customer accounts and large enterprise accounts.


• Experience managing longer, complex sales cycles but driving a quarterly cadence.


• Proven ability to sell solutions to large 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 selling into Financial Services, Retail, Insurance, Pharma, Healthcare, Consumer Markets, Media/Publishing, Manufacturing, and Technology companies, among others, Central Government


• 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.


• Comfortable working in a fast paced dynamic environment.

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 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 person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expressio]]>

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