Sales Director, Majors (TOLA)

Sales Director, US Majors (TOLA)
Must live in one of these states and be willing to travel to customers within this patch: Texas, Oklahoma, Louisiana
About the Role
Cloudflare is looking for an experienced and dynamic First Line Sales Leader to drive and manage our US Enterprise Majors sales team within the TOLA patch. Operating within an AI-assisted and automated sales ecosystem, this leader will guide a high-performing team of Enterprise Account Executives as a First Line Manager, with overall responsibility for driving revenue, managing high-growth expectations, and expanding brand awareness while maintaining the unique Cloudflare culture. The position requires a deep understanding of platform-based, technically sophisticated products, a proven track record in value selling to both technical and executive buyers, and experience navigating high-growth, large-scale enterprise environments. As part of Cloudflare's mission to help build a better Internet, this role focuses on developing modern go-to-market strategies, cultivating deep levels of executive trust, and leveraging internal AI data layers to accelerate deal velocity. The ultimate goal is cultivating delighted, reference-able, multi-million dollar large enterprise customers who obtain immense business value from today's portfolio and our future roadmap.
Additional responsibilities will include:

• Recruit, lead, and develop a team of Majors Enterprise Account Executives focused on the largest, most strategic US accounts in the TOLA region, driving both new business and platform expansion.
• Develop modern go-to-market strategies and cultivate deep levels of executive trust with enterprise clients navigating an evolving technological and AI landscape.
• Drive accurate forecasting and territory planning by leveraging automated internal data layers and AI-assisted insights to optimize execution across all stages of the sales cycle.
• Collaborate extensively cross-functionally with product, engineering, and support teams to ensure successful positioning of the complete Cloudflare platform and secure necessary resources for major deals.
• Act as a deal coach and escalation point, providing strategic guidance on complex negotiations, large-scale platform adoption, and competitive positioning within major accounts.
• Recruit, onboard, train, and mentor top-tier sales talent, utilizing modern productivity tools to foster a high-performance, results-oriented, and inclusive team culture.
• Meet or exceed quarterly and annual sales targets on a consistent basis to cultivate delighted, reference-able, multi-million dollar large enterprise customers.

Examples of desirable skills, knowledge and experience

• 10+ years of experience in B2B enterprise software/SaaS sales, with a minimum of 3 years in a first-line sales management role building and leading top-performing enterprise sales teams.
• Deep domain expertise in areas relevant to the Cloudflare platform (e.g., networking, security, application delivery, or edge computing), with the ability to articulate complex platform value to organizations undergoing rapid technological evolution.
• Demonstrated experience in managing and closing large, multi-million dollar contracts with Fortune 500 or Global 2000 companies.
• Entrepreneurial spirit with a start-up mentality and proven success in a high-growth, large-scale organization, demonstrating the ability to navigate complexity and rapid change.
• Strong proficiency in applying strategic sales methodologies that emphasize business outcomes, financial justification, and modern digital infrastructure needs.
• Exceptional coaching skills with a track record of developing and promoting sales talent in an increasingly automated workplace.

Compensation
Estimated annual salary of $380,000 - $480,000.
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