Sales Director, US Department of Defense (DoD)

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! 

About the Role:

Reporting directly to the US Public Sector Vice President, the Sales Director will lead the team and strategy to help Cloudflare establish and grow our business within the Department of Defense.  Recognizing the commitment required to build a go-to-market within the DoD effectively, this position will lead a small team of sales professionals, balancing efforts to establish a market presence, customer engagement, and long-term strategic opportunity capture.  A hands-on leader must demonstrate the vision, strategy, and execution within this critical market.

Key Responsibilities:

• Develop and execute a robust DoD sales strategy aligned with Cloudflare’s business objectives to drive growth and market presence. 
• Lead a nimble team to identify key markets and build relationships to establish Cloudflare’s market presence within the DoD.
• Pursue new channel and system integrator partnerships to expand market reach.
• Collaborate with consultants to accelerate Cloudflare's go-to-market strategy for the DoD.
• Build and maintain strong relationships with DoD customers to foster long-term engagement. 
• Oversee team performance to ensure progress is being made in market presence, customer engagement, and long term strategic opportunity capture.
• Mentor and manage the sales team, providing guidance and support to achieve individual and team goals while fostering a high-performance culture.
• Track key performance indicators (KPIs) to measure the effectiveness of sales initiatives and adjust strategies as needed. 
• Coordinate with marketing, product management, and customer support to align channel strategies with overall business goals.
• Work with product, engineering, and compliance teams to ensure a cohesive approach to the DoD market.

Qualifications:

• 15+ years of proven success in sales, business development, channel/alliances, partner management, and/or leadership, demonstrating increasing levels of responsibility.  
• 10+ years  of hands-on experience with various elements of the Department of Defense, including a strong understanding and proven success with DoD procurement practices and requirements for MILDEPs, DISA, and SOF.
• 8+ years of experience establishing strategy and leading successful teams.
• Proven success in managing first-tier and second-tier channels, with knowledge of the DoD partner landscape (FSIs, VARs, MSPs, GSIs) and enterprise security products.
• Strong record of leading strategic opportunity capture within the DoD.
• Exceptional communication skills, with the ability to persuade and build relationships.
• Strong sales management and operational skills, with a track record of achieving strategic objectives.
• Demonstrated ability to prioritize and develop strategic plans while thriving under pressure in a fast-paced environment, managing multiple projects simultaneously to drive successful sales outcomes.
• Proficiency in enterprise and sales efficiency technologies (e.g., G Suite, Office 365, Zoom).
• Willingness to travel (approx 50%+ of the time).

 

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.

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