About this role
Driving revenue growth and leading customer acquisition for the AI and digital native startup segment involves managing both inbound developer adoption and structured enterprise expansion. Scaling a high-performing sales team requires deep familiarity with the venture capital ecosystem, cloud infrastructure markets, and product-led growth motions.
Cloudflare maintains a distributed intelligent network that protects and accelerates internet applications for millions of customers. Candidates who possess a founder mentality and an understanding of modern application architecture will excel at positioning the connectivity cloud as foundational infrastructure for emerging technology companies.
What you will do
- Own and exceed quarterly revenue targets by driving high-velocity new logo acquisition and strategic account expansion within the AI and startup ecosystem.
- Recruit, coach, and develop a sales team while instilling a high-tempo, execution-oriented culture tailored to technical buyers.
- Effectively articulate Cloudflare's value proposition across the connectivity cloud, including Workers AI, R2 storage, network security, and developer platforms.
- Partner closely with Product, Growth, and Marketing to convert self-serve developer usage into structured enterprise agreements.
- Act as a key executive sponsor for high-growth startups, founders, and VC partners by positioning the company as foundational architecture for next-generation technology.
What you need
- Bring 10+ years of experience in enterprise software sales with at least 3+ years leading sales teams.
- Demonstrate a proven track record of leading high-performing sales teams in the cloud infrastructure, SaaS, or developer platform space.
- Showcase a strong understanding of modern application architecture, serverless computing, and how AI startups utilize compute and data storage.
- Maintain active connections within the tech startup and venture capital ecosystems alongside an innate ability to spot and engage high-potential accounts early.
- Possess hands-on experience navigating hybrid sales models that blend product-led growth with top-down enterprise execution.
- Display a history of thriving in fast-paced, rapidly evolving markets by turning ambiguity into clear, actionable sales strategies.
Benefits
- Medical, Dental, and Vision Insurance
- Flexible Spending Accounts and Commuter Spending Accounts
- Fertility and Family Forming Benefits
- On-demand mental health support and Employee Assistance Program
- 401(k) Retirement Savings Plan and Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
Skills and tech stack
Questions candidates ask
What is the remote work policy for this role?
The location for this role is listed as distributed with available locations including Los Angeles, CA or Seattle, WA. Additionally, applicants who progress to the offer stage may be asked to attend an in-person interview within one of the company's offices or hubs.
What is the salary range for this position?
For New York City, Washington, Washington D.C. and California based hires, the estimated annual salary ranges from $361,000 to $496,000. For Colorado, Illinois, Maryland and Minnesota based hires, the estimated annual salary ranges from $328,000 to $450,000, with eligibility to earn incentive compensation under the Sales Compensation Plan.
What benefits are included with employment?
The company offers health and welfare benefits including medical, dental, and vision insurance alongside flexible spending accounts. Financial benefits include short and long-term disability, life and accident insurance, a 401(k) plan, and an employee stock participation plan.