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Salary: USD 246,000 - 354,000 / annual
Cloudflare is seeking a Senior Manager to lead the Cloudflare One Go-to-Market (GTM) Specialist team across the United States, Canada, and Latin America. Cloudflare One unifies Zero Trust security and networking to protect users, devices, applications, and networks, with expanding capabilities to govern workforce AI usage, protect sensitive data, and secure access involving AI agents.
In this role, you will manage a team of GTM Specialists who partner with account executives, sales leaders, and Solutions Engineering to drive discovery, sales strategy, and execution across customer segments. Account teams retain ownership of the broader customer relationship, and you will work in a matrixed model to influence and enable their success.
Key responsibilities include:
- Build and develop the GTM Specialist team through recruitment, coaching, and establishing clear performance expectations focused on discovery, business-value conversations, and commercial execution.
- Own AMER growth by delivering against Cloudflare One quota, building qualified pipeline, and driving new customer acquisition and expansion. Align coverage and resources with regional priorities.
- Shape opportunity strategy by partnering with account teams on customer discovery, executive alignment, competitive positioning, business cases, and close plans. Lead strategic customer engagements.
- Partner with Solutions Engineering to establish shared priorities and align demonstrations and proofs of concept with customer success criteria and purchase decisions.
- Advance modernization and secure AI adoption by developing repeatable plays for VPN replacement, secure Internet and SaaS access, data protection, email security, and network modernization. Help customers address emerging access, data protection, and governance requirements for AI and agentic workflows.
- Scale cross-functional execution by aligning with Sales, Customer Success, channel partners, Marketing, and Product. Strengthen field readiness, share customer feedback, and support effective post-sales handoffs.
- Run a disciplined business by establishing pipeline inspection, forecasting, and deal-review practices that create shared visibility and accountability.
- Improve effectiveness through AI by adopting or building tools for research, preparation, coaching, and opportunity inspection, with measurable impact and responsible use.
- Travel 25–50% across the AMER region.
Desirable qualifications and experience:
- Demonstrated success leading GTM or enterprise sales teams in cybersecurity, networking, cloud services, or related technologies.
- A record of hiring and developing talent, improving team performance, and delivering against revenue quotas.
- Strong pipeline management, forecast discipline, resource prioritization, and commercial judgment.
- Experience leading an overlay organization or achieving results through a matrixed GTM model.
- Ability to influence without direct authority, build trusted account-team partnerships, and coach discovery, value-based selling, and complex enterprise execution.
- Strong understanding of SASE, Security Service Edge (SSE), Zero Trust, and security and network modernization.
- Familiarity with Zero Trust Network Access, Secure Web Gateway, CASB, Data Loss Prevention, browser isolation, email security, WAN connectivity, and firewall-as-a-service, and their customer use cases.
- Ability to connect AI adoption and agentic workflows to least-privilege access, data protection, visibility, and policy enforcement.
- Credibility with CISOs, CIOs, and senior security, networking, and IT leaders.
- Experience adapting GTM strategies across segments and markets; Americas experience is particularly valuable.
- Practical experience using AI to improve team productivity, execution quality, or customer engagement, with measurable results.
- A builder mindset: comfortable prototyping AI workflows through prompting, automation, low-code/no-code tools, or code, with technical partners as needed.
- Sound judgment about responsible AI use and where human expertise remains essential.
