Director, Growth Sales (AI & Digital Natives)

• Own and exceed quarterly revenue targets, driving both high-velocity new logo acquisition and strategic account expansion within the AI and startup ecosystem. • Recruit, coach, and develop a world-class sales team, instilling a high-tempo, execution-oriented culture tailored to technical buyers. • Effectively articulate Cloudflare’s value proposition across our connectivity cloud, including Workers AI, R2 storage, network security, and developer platforms. • Partner closely with Product, Growth, and Marketing to seamlessly convert self-serve developer usage into structured enterprise agreements. • Act as a key executive sponsor for high-growth startups, founders, and VC partners, positioning Cloudflare as the foundational architecture for the next generation of tech.

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: Miami, FL OR Atlanta, GA About the Role: We are seeking an entrepreneurial Sales Director to lead our DN/AI Growth Segment, focusing on both the acquisition and expansion of our fastest-growing Startup accounts. In this role, you will scale a high-performing team tasked with bringing the world’s most innovative AI companies onto Cloudflare's platform. To thrive, you must bring a founder mentality and deep familiarity with the VC ecosystem to capture high-growth startups at inception. You possess a sharp understanding of the dynamics of the hyperscaler market and the AI landscape, allowing you to position Cloudflare as the definitive infrastructure layer for modern workloads. Finally, you are highly familiar with PLG sales motions, knowing exactly how to identify high-potential, self-serve developer accounts and seamlessly transition them into enterprise expansions. Responsibilities: • Own and exceed quarterly revenue targets, driving both high-velocity new logo acquisition and strategic account expansion within the AI and startup ecosystem. • Recruit, coach, and develop a world-class sales team, instilling a high-tempo, execution-oriented culture tailored to technical buyers. • Effectively articulate Cloudflare’s value proposition across our connectivity cloud, including Workers AI, R2 storage, network security, and developer platforms. • Partner closely with Product, Growth, and Marketing to seamlessly convert self-serve developer usage into structured enterprise agreements. • Act as a key executive sponsor for high-growth startups, founders, and VC partners, positioning Cloudflare as the foundational architecture for the next generation of tech. You might be a good fit if you have: • 10+ years of experience in enterprise software sales with at least 3+ leading sales teams • A proven track record of leading high-performing sales teams in the cloud infrastructure, SaaS, or developer platform space. • A strong understanding of modern application architecture, serverless computing, and how AI startups utilize compute and data storage. • Active connections within the tech startup and venture capital ecosystems, with an innate ability to spot and engage high-potential accounts early. • Hands-on experience navigating hybrid sales models that blend product-led growth with top-down enterprise execution. • A history of thriving in fast-paced, rapidly evolving markets where you can turn ambiguity into clear, actionable sales strategies 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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