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Cloudflare is seeking a Director of Growth Sales to lead the Digital Natives/AI Growth Segment, focusing on acquisition and expansion of the company's fastest-growing startup accounts. You will scale a high-performing sales team tasked with bringing innovative AI companies onto Cloudflare's platform.
In this role, you will own quarterly revenue targets, driving both new logo acquisition and strategic account expansion within the AI and startup ecosystem. You'll recruit, coach, and develop a world-class sales team with a high-tempo, execution-oriented culture tailored to technical buyers. You'll articulate Cloudflare's value proposition across its connectivity cloud, including Workers AI, R2 storage, network security, and developer platforms.
Key responsibilities include partnering closely with Product, Growth, and Marketing to convert self-serve developer usage into structured enterprise agreements, and acting as a key executive sponsor for high-growth startups, founders, and VC partners. You'll position Cloudflare as the foundational architecture for the next generation of tech companies.
Cloudflare runs one of the world's largest networks powering millions of websites and Internet properties. The company protects and accelerates any Internet application online without adding hardware, installing software, or changing code. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.
The company culture values curiosity over bureaucracy, leverages AI as a partner in solving tough problems, and emphasizes iteration and shipping quickly. Cloudflare is committed to protecting the free and open Internet through initiatives like Project Galileo (supporting journalism and civil society organizations) and the Athenian Project (protecting state and local government election websites).
Requirements:
- 10+ years of experience in enterprise software sales with at least 3+ years leading sales teams
- Proven track record leading high-performing sales teams in cloud infrastructure, SaaS, or developer platform space
- Strong understanding of modern application architecture, serverless computing, and how AI startups utilize compute and data storage
- Active connections within tech startup and venture capital ecosystems with ability to spot and engage high-potential accounts early
- Hands-on experience navigating hybrid sales models blending product-led growth with top-down enterprise execution
- History of thriving in fast-paced, rapidly evolving markets, turning ambiguity into clear, actionable sales strategies
- Founder mentality and deep familiarity with VC ecosystem
- Sharp understanding of hyperscaler market dynamics and AI landscape
- Familiarity with PLG (product-led growth) sales motions
