Sales Manager, UK&I

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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Available Location: London

About the Department

Account Executives, Business Development Representatives, Solution Engineers, and Customer Success - all working together to help our customers adopt Cloudflare and build great Internet-enabled experiences. The sales team at Cloudflare helps customers take on real, technical problems while building the revenue streams that help the company provide free service to millions in our community.

About the Role

Based in London, you will help scale our new business revenues across SMB/Mid-Market, and high-growth digital native accounts in the UK&I markets by leading a team of Territory Account Executives. As a first line manager you will:

• Coach AEs and act as the first line of support on deal execution strategy and day-to-day matters.
• Work with SalesOps, Management, Marketing, Partners, BDRs and other sales functions to drive and iterate on/improve Cloudflare’s brand awareness, Go-To-Market strategy, and adoption.
• Help attract, hire, and ramp-up high-performing Account Executives to hit sales targets and drive company goals (DNR growth, new product attach rates etc.).

Responsibilities

• Meet and exceed individual and team quarterly and annual quotas.
• Manage, coach, and develop a team of Territory Account Executives.
• Provide day-to-day deal support and functional guidance to Territory AEs.
• Source, interview, and recruit top sales talents in coordination with recruiting and sales leaders.
• Own and drive accurate and up-to-date AE KPI reporting in Salesforce and provide attainment forecast guidance to sales management on a weekly basis.
• Help define ideal Territory AE profile for the UK&I.
• Help on-board and ramp up Territory AEs.
• Develop and iterate on enablement programs to accelerate ramp of newly onboarded reps.
• Develop and iterate on best-practices/programs aimed at accelerating DNR growth, new product (Cloudflare One portfolio) attach rates, and other company goals.
• Define and drive optimal Sales Go-To-Market coverage (vertical, geo-based etc.) for the UK&I SMB, Digital Native, and Mid-Market segments.
• Drive channel relationships forward to accelerate partner revenue.
• Help foster relationships between customer/partner executives and Cloudflare executives within key customer accounts.
• Devise and lead quarterly business reviews/kickoffs reporting on the overall health of the business in your region.
• Bubble up product/marketing/network/other asks critical to our success in the UK&I to senior leadership.
• Set the bar and best practices when it comes to data-driven new business sales and growth of existing accounts.
• Document functional best practices and work with Sales Enablement to develop AE sales playbooks for both core and new products.
• Work with Regional/Global Sales Management, Marketing, Partners, SalesOps, and necessary Sales functions to devise and implement strategies to drive up Cloudflare’s brand awareness and revenues in target markets.

Requirements

• 4+ years of senior sales leadership experience, coupled with 10+ years of direct B2B selling experience to SMB, Mid-market customer account.
• Experience directly managing a high volume, high velocity pipeline while delivering long term value to our customers.
• Proven ability to sell solutions to large strategic customers.
• Strong understanding of sales process/methodology, pipeline management, accurate forecasting and delivering results quarterly.
• Individuals that have been promoted to sales leadership within companies is a plus with a proven track record of significant over-quota achievement and demonstrated career stability.
• Experience selling into Financial Services, Retail, Insurance, Pharma, Healthcare, Consumer Markets, Media/Publishing, Manufacturing, and Technology companies, among others.
• Experience in network performance and security, “how the internet works”, corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE.
• Aptitude for learning technical concepts/terms (technical background in engineering, computer science, or IT is a plus).
• Strong interpersonal communication and organizational skills.
• Excellent presentation skills to executives & individual contributors.
• Comfortable working in a fast paced dynamic environment.

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.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.