Senior Manager - GTM Specialists, AMER

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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re 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 you’re 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, you’ll fit right in. Location(s): USA About the Role and What You’ll Do Cloudflare is looking for a leader to manage our Cloudflare One Go-to-Market (GTM) Specialist team across the United States, Canada, and Latin America. Cloudflare One unifies Zero Trust security and networking to protect users, devices, applications, and networks. As customers evolve toward agentic enterprises, it extends that security fabric to govern workforce AI usage, protect sensitive data, and secure access and connections involving AI agents. You will lead GTM Specialists who partner with account executives, sales leaders, and Solutions Engineering to drive discovery, sales strategy, and execution across customer segments—while account teams retain ownership of the broader customer relationship. Your responsibilities will include: • Build and develop the team: Recruit and coach GTM Specialists, establish clear performance expectations, and strengthen discovery, business-value conversations, and commercial execution. • Own AMER growth: Deliver against the Cloudflare One quota, build qualified pipeline, and drive new customer acquisition and expansion. Align coverage and resources with regional priorities. • Shape opportunity strategy: Partner with account teams on customer discovery, executive alignment, competitive positioning, business cases, and close plans. Lead strategic customer engagements. • Partner with Solutions Engineering: Establish shared priorities and align demonstrations and proofs of concept with customer success criteria and a clear purchase decision. • Advance modernization and secure AI adoption: Develop repeatable plays for VPN replacement, secure Internet and SaaS access, data protection, email security, and network modernization. Help customers address emerging access, data protection, and governance requirements for AI and agentic workflows. • Scale cross-functional execution: Align with Sales, Customer Success, channel partners, Marketing, and Product. Strengthen field readiness, share customer feedback, and support effective post-sales handoffs. • Run a disciplined business: Establish pipeline inspection, forecasting, and deal-review practices that create shared visibility and accountability. • Improve effectiveness through AI: Adopt or build tools for research, preparation, coaching, and opportunity inspection. Measure their impact while ensuring responsible use, data protection, and appropriate human review. • Travel: 25% - 50% Examples of Desirable Skills, Knowledge, and Experience Leadership and Commercial Execution • Demonstrated success leading GTM or enterprise sales teams in cybersecurity, networking, cloud services, or related technologies. • A record of hiring and developing talent, improving team performance, and delivering against revenue quotas. • Strong pipeline management, forecast discipline, resource prioritization, and commercial judgment. • Experience leading an overlay organization or achieving results through a matrixed GTM model. • Ability to influence without direct authority, build trusted account-team partnerships, and coach discovery, value-based selling, and complex enterprise execution. Customer and Market Expertise • Strong understanding of SASE, Security Service Edge (SSE), Zero Trust, and security and network modernization. • Familiarity with Zero Trust Network Access, Secure Web Gateway, CASB, Data Loss Prevention, browser isolation, email security, WAN connectivity, and firewall-as-a-service—and their customer use cases. • Ability to connect AI adoption and agentic workflows to least-privilege access, data protection, visibility, and policy enforcement. • Credibility with CISOs, CIOs, and senior security, networking, and IT leaders. • Experience adapting GTM strategies across segments and markets; Americas experience is particularly valuable. AI Fluency and Operating Mindset • Practical experience using AI to improve team productivity, execution quality, or customer engagement, with measurable results. • A builder mindset: comfortable prototyping AI workflows through prompting, automation, low-code/no-code tools, or code, with technical partners as needed. • Sound judgment about responsible AI use and where human expertise remains essential. • Strong communication and organizational skills, an entrepreneurial mindset, and comfort bringing structure to a fast-moving environment. • Willingness to travel across AMER for custome