Senior Sales Manager, Startups

Available Locations: SF Bay Area, ATX, OR NYC
About the department
The Americas GTM team is Cloudflare's largest sales organization that comprises AEs, AMs, SEs, BDRs, CSMs, and Operations roles - all working together to help our customers adopt Cloudflare and create phenomenal internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems and needs to support their business outcomes, while also creating revenue streams that fuel Cloudflare's culture of innovation and excellence.
About the role
As a MM Manager, you will have the opportunity to position and differentiate the Enterprise platform experience for Cloudflare, while reinforcing strong pipeline and forecast management practices. You will extensively interact with other teams within Business Development, Sales Operations, Product, and Marketing to drive new business across untapped accounts.
This leadership role is within the Digital Native, Startups segment, and focuses on both the acquisition of new Digital Native accounts 150 employees and under, as well as the expansion of existing customer accounts. Within the mid-market segment, you will support a team of account executives. A consistent expectation for all sellers within this segment, will involve developing customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams, as an avenue to building and converting thousands of prospective customers.
This role extends beyond analyzing and reporting; we take pride in helping to design and implement solutions to the different challenges that can arise in our fast paced and innovative environment.
Responsibilities

• Accurately forecast commits by month and quarter, and deliver attainment to quarterly and annual sales targets.
• Oversee, coach and motivate a team of account executives, consistently measuring their success against overall quota attainment, new logo acquisition and expansion into existing accounts.
• Hold regular 1x1s with team members, maintaining open and transparent communication.
• Develop and uplevel team selling abilities through consistent focus on enablement, solution selling and metric improvements. Build and refine sales runbooks and scripts.
• Assist in the continued codification of various product focused playbooks on how to connect data led insights to Cloudflare solutions that solve critical business challenges Cloudflare customers face daily.
• Maintain a funnel of new hire candidates by continuously interviewing and building a network of candidate potentials.
• Monitor access and proficiency of enablement resources and various sales tool licenses.
• Collaborate with Sales Enablement, Product and Product Marketing to provide and optimize sales training for newly launched features and products.

Requirements

• Experienced (5+years) high-growth SaaS leader with experience leading sales teams.
• Record of high performance in consistently meeting and exceeding team plan (while also supporting the majority of direct reports to success).
• Demonstrable record of success and passion for outbound acquisition and expansion tactics.
• Experience driving best practices in a channel or distributor environment.
• Excellent written communication and presentation skills.
• Track record of success in selling new products and early access solutions.
• Experience in networking across business units within an account and through M&As; multi-thread to identify, engage and close new divisional buyers.
• Coaching level knowledge of Gap Selling, Sandler, Challenger, or other sales methodologies.
• Strong talent for driving consensus and support among internal and external stakeholders and champions.

Compensation
Compensation may be adjusted depending on work location.

• For Colorado, Illinois, Maryland and Minnesota based hires: Estimated annual salary of $255,000-$311,000.
• For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $284,000-$348,000.
• For Bay Area based hires: Estimated annual salary of $300,000- $366,000.

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, and bereavement leave