Commercial Sales Leader - Canada

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. 

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! 

Location: This is a remote-based role. Candidates must be located in either Ontario, Canada (preferred) or British Columbia, Canada

About the Department

The Cloudflare sales team is composed of Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together to acquire customers and help them adopt Cloudflare technologies to create great Internet-enabled experiences.

The sales team at Cloudflare helps customers solve real security and performance challenges while creating the revenue streams that help the company provide free services to millions in our community.

What you'll do

We are looking for an experienced Sales Manager to lead and grow our business in Canada, with responsibility for driving Cloudflare's revenue and brand awareness in the region. The Sales Manager will require both strategic and tactical leadership skills to lead the go-to-market strategy; including hiring, leading and enabling of the sales team, building pipelines, and driving sales to grow the business in the region. In this role you will work actively with prospects, customers, partners and field sales professionals to sell and close deals to build the region.

Additional responsibilities will include:

• Design, build and execute strategies for the Region in collaboration with regional and global functional leaders
• Lead and grow your Canadian Commercial sales team working with global functional leaders and recruiting resources.
• Ensure on plan sales performance for your commercial team measured by Pipeline Generation, and Closed Business
• Serve as the leader for all your team’s functions in Canada including customer relationships, pipeline development, account management, sales and partnerships.
• Drive business cadence for forecast calls, business  reviews, deal reviews, customer account reviews, weekly team meetings and periodic company-wide meetings.
• Lead programs and campaigns - working across sales, marketing, customer success, solutions engineering, business development and support - to drive awareness, pipeline and sales results.
• Drive sales growth through successful leadership, organizational planning, customer service and outstanding execution of all regional sales and go-to-market strategies.  
• Represent Cloudflare as the single point of contact for all Regional operational concerns, ensuring proper and timely escalation and resolution.
• Ensure that corporate policy and regulatory initiatives are consistently applied and followed by team members.
• Outstanding leadership that inspires interpersonal effectiveness, develops talent and effects change. Willing and able to be a “doer” and “influencer”.
• Represent Cloudflare at external conferences, media and PR events when required.
• Seek a balanced performance of all Account Executives at plan quarterly.

Examples of desirable skills, knowledge and experience

• Bachelor's degree required.
• Minimum 10 years of direct B2B sales experience, selling to Mid Market accounts 
• Minimum 5 years of direct sales management experience leading a Mid Market field sales team.
• Experience managing and coaching long, complex, high value Mid Market sales cycles 
• Experience selling into top tier accounts in key verticals including Financial Services, Retail, Industrial. Energy and Media.
• Understanding of IaaS, Networking and Information Security services.
• Aptitude for learnin