Senior Manager - GTM Specialists, AMER

Cloudflare · Hybrid

Full Time ·

Job description

<div class="content-intro"><h3>About Us</h3> 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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.</div>Location(s): USA <h2>About the Role and What You’ll Do</h2> Cloudflare is looking for a leader to manage our 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. As customers evolve toward agentic enterprises, it extends that security fabric to govern workforce AI usage, protect sensitive data, and secure access and connections involving AI agents. You will lead GTM Specialists who partner with account executives, sales leaders, and Solutions Engineering to drive discovery, sales strategy, and execution across customer segments—while account teams retain ownership of the broader customer relationship. Your responsibilities will include: <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Build and develop the team: Recruit and coach GTM Specialists, establish clear performance expectations, and strengthen discovery, business-value conversations, and commercial execution.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Own AMER growth: Deliver against the Cloudflare One quota, build qualified pipeline, and drive new customer acquisition and expansion. Align coverage and resources with regional priorities.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Shape opportunity strategy: Partner with account teams on customer discovery, executive alignment, competitive positioning, business cases, and close plans. Lead strategic customer engagements.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Partner with Solutions Engineering: Establish shared priorities and align demonstrations and proofs of concept with customer success criteria and a clear purchase decision.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Advance modernization and secure AI adoption: Develop 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.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Scale cross-functional execution: Align with Sales, Customer Success, channel partners, Marketing, and Product. Strengthen field readiness, share customer feedback, and support effective post-sales handoffs.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Run a disciplined business: Establish pipeline inspection, forecasting, and deal-review practices that create shared visibility and accountability.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Improve effectiveness through AI: Adopt or build tools for research, preparation, coaching, and opportunity inspection. Measure their impact while ensuring responsible use, data protection, and appropriate human review.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Travel: 25% - 50%</li> </ul> <h2>Examples of Desirable Skills, Knowledge, and Experience</h2> <h3>Leadership and Commercial Execution</h3> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Demonstrated success leading GTM or enterprise sales teams in cybersecurity, networking, cloud services, or related technologies.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">A record of hiring and developing talent, improving team performance, and delivering against revenue quotas.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strong pipeline management, forecast discipline, resource prioritization, and commercial judgment.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience leading an overlay organization or achieving results through a matrixed GTM model.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Ability to influence without direct authority, build trusted account-team partnerships, and coach discovery, value-based selling, and complex enterprise execution.</li> </ul> <h3>Customer and Market Expertise</h3> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strong understanding of SASE, Security Service Edge (SSE), Zero Trust, and security and network modernization.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">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.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Ability to connect AI adoption and agentic workflows to least-privilege access, data protection, visibility, and policy enforcement.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Credibility with CISOs, CIOs, and senior security, networking, and IT leaders.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience adapting GTM strategies across segments and markets; Americas experience is particularly valuable.</li> </ul> <h3>AI Fluency and Operating Mindset</h3> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Practical experience using AI to improve team productivity, execution quality, or customer engagement, with measurable results.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">A builder mindset: comfortable prototyping AI workflows through prompting, automation, low-code/no-code tools, or code, with technical partners as needed.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Sound judgment about responsible AI use and where human expertise remains essential.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strong communication and organizational skills, an entrepreneurial mindset, and comfort bringing structure to a fast-moving environment.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Willingness to travel across AMER for customers, team development, and business priorities.</li> </ul> TRAVEL: 25% - 50% <h2> </h2> Compensation This role features a competitive base salary and a variable commission structure tied directly to the successful execution of full-lifecycle commercial targets, including new business acquisition, ongoing adoption milestones, and overall account expansion. Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">For hires based in San Francisco, San Jose, and the San Francisco Bay Area, the estimated annual salary is $258,000 - $354,000.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">For hires based in Boston, Kirkland (WA), New York City, New York Metro, Washington, D.C., and Washington, D.C. Metro, as well as remote hires in California, Connecticut, Massachusetts, New Jersey, and Washington, the estimated annual salary is $246,000 - $339,000.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">For remote hires in Colorado, Illinois, Maryland, Minnesota, Nevada, New York, Rhode Island, and Vermont, the estimated annual base salary is $127,800- $159,600 with an estimated variable compensation target of $85,200 - $106,400. <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">CO ONLY Application Deadline: January 14, 2027</li> </ul> </li> </ul> 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. <h3>Health & Welfare Benefits</h3> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Medical/Rx Insurance</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Dental Insurance</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Vision Insurance</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Flexible Spending Accounts</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Commuter Spending Accounts</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Fertility & Family Forming Benefits</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">On-demand mental health support and Employee Assistance Program</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Global Travel Medical Insurance</li> </ul> <h3>Financial Benefits</h3> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Short and Long Term Disability Insurance</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Life & Accident Insurance</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">401(k) Retirement Savings Plan</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Employee Stock Participation Plan</li> </ul> <h3>Time Off</h3> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Flexible paid time off covering vacation and sick leave</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Leave programs, including parental, pregnancy health, medical, and bereavement leave</li> </ul><div class="content-conclusion"><h3>What Makes Cloudflare Special?</h3> 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. <a href="https://blog.cloudflare.com/protecting-free-expression-online/">Project Galileo</a>: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. <a href="https://www.cloudflare.com/athenian/">Athenian Project</a>: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. <a href="https://1.1.1.1/">1.1.1.1</a>: We released<a href="https://1.1.1.1/"> 1.1.1.1</a> to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our<a href="https://developers.cloudflare.com/1.1.1.1/privacy/public-dns-resolver"> privacy commitment</a> and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.</div>

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Senior Manager - GTM Specialists, AMER

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