Director, Growth Sales (AI & Digital Natives)

Available Locations: Seattle, WA or Los Angeles, CA. About the Role We are seeking an entrepreneurial Sales Director to lead our DN/AI Growth Segment, focusing on both the acquisition and expansion of our fastest‑growing Startup accounts. In this role, you will scale a high‑performing team tasked with bringing the world’s most innovative AI companies onto Cloudflare’s platform. To thrive, you must bring a founder mentality and deep familiarity with the VC ecosystem to capture high‑growth startups at inception. You possess a sharp understanding of the dynamics of the hyperscaler market and the AI landscape, allowing you to position Cloudflare as the definitive infrastructure layer for modern workloads. Finally, you are highly familiar with PLG sales motions, knowing exactly how to identify high‑potential, self‑serve developer accounts and seamlessly transition them into enterprise expansions. Responsibilities Own and exceed quarterly revenue targets, driving both high‑velocity new logo acquisition and strategic account expansion within the AI and startup ecosystem. Recruit, coach, and develop a world‑class sales team, instilling a high‑tempo, execution‑oriented culture tailored to technical buyers. Effectively articulate Cloudflare’s value proposition across our connectivity cloud, including Workers AI, R2 storage, network security, and developer platforms. Partner closely with Product, Growth, and Marketing to seamlessly convert self‑serve developer usage into structured enterprise agreements. Act as a key executive sponsor for high‑growth startups, founders, and VC partners, positioning Cloudflare as the foundational architecture for the next generation of tech. Qualifications 10+ years of experience in enterprise software sales with at least 3+ leading sales teams. A proven track record of leading high‑performing sales teams in the cloud infrastructure, SaaS, or developer platform space. A strong understanding of modern application architecture, serverless computing, and how AI startups utilize compute and data storage. Active connections within the tech startup and venture capital ecosystems, with an innate ability to spot and engage high‑potential accounts early. Hands‑on experience navigating hybrid sales models that blend product‑led growth with top‑down enterprise execution. A history of thriving in fast‑paced, rapidly evolving markets where you can turn ambiguity into clear, actionable sales strategies. Compensation Compensation will be adjusted based on location and level. For New York City, Washington, DC and California (excluding Bay Area) based hires: Estimated annual salary of $361,000-$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. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a comprehensive benefits package to support you and your family. Our benefits programs include health care, caregiving support, and more. Health & Welfare Benefits Medical/Rx Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming Benefits On‑demand mental health support and Employee Assistance Program Global Travel Medical Insurance Financial Benefits Short and Long Term Disability Insurance Life & Accident Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan Time Off Flexible paid time off covering vacation and sick leave. Leave programs, including parental, pregnancy health, medical, and bereavement leave. Equal Employment Opportunity 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 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 contact us if you require a reasonable accommodation to apply for a job. #J-18808-Ljbffr Cloudflare