Director, Enterprise Sales (AI & Digital Natives)

About the Role

The Enterprise AI and Digital Natives segment is Cloudflare's fastest growing and highest visibility market. This segment is dedicated exclusively to the largest organizations in the modern tech economy including premier SaaS platforms, hyperscale digital marketplaces, and leading AI labs. This is a deep infrastructure, developer centric play where technical alignment and deep engineering partnerships are our most critical currencies, resulting in Cloudflare's largest and most complex enterprise agreements. We are seeking an entrepreneurial Sales Director to lead this cornerstone segment, focusing on both the strategic acquisition and expansion of our highest impact accounts. In this role, you will scale and mentor a high performing team tasked with embedding Cloudflare as the core infrastructure layer for the world's most innovative companies. This is a defining leadership opportunity to operate at the intersection of the AI landscape and cloud infrastructure, driving critical revenue growth for the company.

Responsibilities

• Own and exceed regional revenue targets, driving both high-velocity new logo acquisition and strategic account expansion within the Northeast Digital Native ecosystem.
• Recruit, coach, and develop a world-class field sales team, driving the local hiring needs and instilling a high-tempo culture tailored to technical buyers and engineering leaders.
• Act as a hands-on trusted advisor to CTOs and Engineering leaders, guiding them on setting up modern, secure network architectures and AI platforms utilizing Workers AI and R2 storage.
• Effectively articulate Cloudflare's value proposition across our entire portfolio, including Workers AI, R2 storage, advanced network security, and developer platforms.
• Partner closely with global functional leadership across Product, Customer Success, Solutions Engineering, and Field Marketing to design and execute regional go-to-market strategies.
• Act as a key executive sponsor for high-growth accounts, maintaining a tight business cadence for forecast calls, deal reviews, and customer account audits while personally helping close complex deals.

Qualifications

• 10+ years of direct B2B sales experience, with 5+ years leading high-performing teams deeply embedded in the Digital Native and AI-native landscapes.
• Proven track record of managing field sales organizations through complex, technical sales cycles with hyper-growth startups and disruptive tech giants.
• Proven track record of mentoring teams in value selling to the C-suite, CTOs, VPs of Engineering, and technical buyers within the IaaS, computer networking, or developer platform space.
• Deep understanding of modern application architecture, serverless computing, network security services, and how AI companies utilize compute, data storage, and edge infrastructure.
• Strong leadership and interpersonal communication skills, with a history of driving innovation, managing pipeline health, and mentoring teams in fast-paced, dynamic environments.
• Hands-on experience navigating hybrid sales motions that blend product-led growth and developer adoption with top-down enterprise execution.
• A history of thriving in rapidly evolving markets where you can maintain an entrepreneurial spirit, turn ambiguity into clear strategies, and act as both a strategic influencer and operational leader.

Pay

For NYC based hires: Estimated annual salary of $415,000-$496,000. 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.

Benefits

• Equity: This role is eligible to participate in Cloudflare's equity plan.
• Project Galileo: 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.
• Athenian Project: 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. We've provided services to more than 425 local government election websites in 33 states.
• 1.1.1.1: We released 1.1.1.1 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. We don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.