Territory Sales Director, West (Los Angeles/Phoenix)

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. Available Locations • Los Angeles, CA or Phoenix, AZ About the Role We are looking for a Director of Sales to manage a team of Territory Account Executives in the SW . This leadership role within the Enterprise team focuses on both the acquisition of new accounts and the expansion of existing customer accounts. The ideal candidate will possess a strong sales management background and a technical foundation, enabling them to drive engagement with both technical professionals and executive buyers. As a Sales Director, you will have the opportunity to position and differentiate the Enterprise platform experience for Cloudflare while reinforcing strong pipeline and automated forecast management practices across Security, Network, Development, and Infrastructure teams. Responsibilities • Accurately forecast commits by month and quarter, leveraging automated internal data layers and predictive metrics to consistently deliver attainment to quarterly and annual sales targets. • Oversee, coach, and motivate a team of 8 Account Executives, measuring success against overall quota attainment, new logo acquisition, and expansion tactics. • Develop and uplevel team selling abilities through consistent focus on enablement, solution selling, and interpreting automated, data-led customer insights. • Assist in the continued codification and execution of product-focused playbooks to connect platform data to Cloudflare solutions that solve critical business challenges. • Collaborate with Sales Enablement, Product, and Product Marketing to optimize sales training and accelerate execution around newly launched features and products. • Maintain a robust funnel of new hire candidates by continuously interviewing and building a strong network of potential talent. • Hold regular 1x1s with team members, maintaining open and transparent communication while monitoring the proficiency and adoption of sales enablement tooling and resources. Desirable Skills, Knowledge, and Experience • 5+ years of Sales Management experience leading high-performing sales teams at a high-growth SaaS company. • Proven record of high performance in consistently meeting and exceeding team plan through strategic acquisition and expansion tactics. • Experience developing relationships with highly technical customers and selling through modern, data-driven Product-Led Growth (PLG) models. • Coaching-level knowledge of Gap Selling, Sandler, Challenger, or other structured sales methodologies. • Strong talent for multi-threading across business units to identify, engage, and close new divisional buyers, as well as driving consensus among internal and external stakeholders. • Excellent written communication, presentation, and pipeline management skills. Bonus Points • Experience leading sales teams specifically within Cloud Security or Hyperscaler ecosystems. • Experience navigating complex accounts undergoing Mergers & Acquisitions (M&A) to expand the partner ecosystem. Compensation • Compensation will be adjusted based on location and level. • For California based hires: Estimated On Target Earnings of $361,000 - 496,000 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, an